Persuasion: Influencing Without Authority™

At a time when leadership requires less emphasis on giving orders and more of a focus on building consensus, personal persuasiveness and the ability to negotiate effectively have become critical skills for success.

Drawing on sound psychological research, Persuasion: Influencing Without Authority covers the range of interpersonal and intergroup persuasion challenges, from one-on-one negotiations to driving change in an organization's culture. The focus is on practical skills and immediate application to participants' real-world challenges.

Impact

Benefits in the Current Context
"Technical skills are what poker players call 'table stakes,' the minimum currency one needs to 'get into the game.' But later on, we find that it is an executive's softer skills that determine their ability to create value, drive change, and build institutions.

"The current round of economic turmoil means that certain organizational responses are inevitable. Mastery of the softer interpersonal skills is what will separate those who merely survive these changes from those who will thrive and grow as leaders." 
–Robert Bontempo, faculty director

Summary of Benefits

• Develop an awareness of a wide range of persuasive styles
• Learn the distinction between persuasion and negotiation, and when to use each
• Learn how to analyze the type of person you’re dealing with, and how to customize your communication for maximum effect
• Recognize different types of organizational power, and how and when to use each

Special Features

• Participants receive their own personal videotape analysis of persuasive communication
• Participants utilize a personal case application
• Participants are given an individual assessment of their social style

Upon completion of this program, you will earn three days towards a Certificate with select alumni and tuition benefits.

Curriculum
Participants are provided a number of readings in the psychology of persuasion and attitude change prior to the program. During the program, participants apply the techniques to a personal case, are provided an individual assessment of their social style, and receive a videotape analysis of their persuasive communication.

Over the three days, participants have several opportunities for immediate feedback on their persuasion techniques. At the conclusion of the program, participants take with them a personalized persuasion "toolkit."

Sample Session Titles

• The Full Range of Persuasion Tactics
• Persuasion vs. Negotiation
• Six Tools of Social Influence
• Bosses, Peers, and Subordinates: A Behavioral Styles Assessment
• Four Ways to Change Minds
• Persuasion vs. Motivation
• Persuading One on One, Small Groups, and Large Organizations

Participant Profile
This course is designed for all levels of executives. This program is especially suitable for those who find they need to be more effective building consensus and influencing those over whom they do not have formal authority.

Executives who need to promote their agenda in an atmosphere that does not permit giving orders, who need to "manage up," and those who need to drive change, both one on one and across organizational boundaries will also benefit from this program.

Admissions Qualifications
Successful candidates should have managerial experience and responsibilities matching a program’s “Who Should Attend” or “Participant Profile” description. All registrations are subject to approval by Columbia Business School.