Persuasion & Influence Without Authority
Overview
Many professionals must get results through people who do not report to them. This course develops the skills to persuade and influence without formal authority: understanding others' motivations, building credibility and networks, framing proposals and gaining commitment.
Who should attend
Project managers, specialists, coordinators, HR business partners, and managers working across functions.
Training methodology
Interactive presentations, practical exercises, case studies, group discussions, role-plays where relevant, and a personal action plan that participants apply in their own work.
Objectives
By the end of this course, participants will be able to:
- Understand the principles of persuasion and influence
- Build credibility and trust with colleagues
- Map stakeholders and their motivations
- Frame proposals to win support
- Gain commitment and handle objections
Course outline
Day 1Influence Without Authority
- Sources of influence
- Principles of persuasion
- Influencing styles
- Self-assessment
- Discussion
Day 2Credibility and Trust
- Building credibility
- Reciprocity and goodwill
- Networks across the organisation
- Consistency and integrity
- Exercise
Day 3Understanding Others
- Stakeholder motivations
- Communication preferences
- What's in it for them
- Influence mapping
- Mapping exercise
Day 4Framing and Presenting
- Framing proposals
- Logic and emotion
- Storytelling
- Presenting a business case
- Practice pitches
Day 5Commitment
- Handling objections
- Gaining agreement
- Follow-up
- Influence in meetings
- Action plan
