Executive Education Programs Program Information


Columbia Business School - USA

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  Persuasion: Influencing Without Authority

Persuasion: Influencing Without Authority

In today's environment, mastery of the softer interpersonal  skills separates executives who merely survive from those who thrive and grow  as leaders.

Persuasion: Influencing Without Authority is an intense three-day experience that covers the range of interpersonal and intergroup  persuasion challenges, focusing on practical skills and immediate application  to real-world situations.

Overview
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.

Program Details

Upcoming Sessions
December 3-5, 2013
March 18-20, 2014
October 21-23, 2014
December 9-11, 2014
 
Location:
New York City

Tuition:
$5,650 (2013)
$5,850 (2014)

Includes materials and some meals.

Audience
Persuasion: Influencing Without Authority
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.

Benefits
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 3 days towards a Certificate in Business Excellence.


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