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    How to Influence Without Direct Authority

    Develop the persuasion and influence skills possessed by effective leaders

    Most managers have less formal authority than they need to carry out their responsibilities. Effective, innovative managers know how to use informal, indirect authority to influence key stakeholders:  the boss, peers, associates, customers, suppliers and staff.

    In this course, you learn how to expand your power and positive influence beyond your formal authority in order to get the job done. Examine characteristics and skills of influential people to understand the sources of informal power. Discover how to analyze situations requiring influence and find out how to build effective relationships upward, downward and laterally. Learn influencing strategies, trust-building skills and tools of team-building and oral and written persuasion.

    Learn how to:

    • Build and leverage the power base you already possess
    • Establish trust, credibility and rapport
    • Work across organizational lines to get the job done
    • Use team-development tools
    • Communicate a convincing, credible professional image
    • Find ways to overcome bureaucratic impediments
    • Deliver presentations through in-class practice
    • Become a positive, powerful advocate for your area and direct reports

    Day 1

    • Making a compelling, persuasive first impression
    • Understanding and enhancing your credibility
    • Assessing yourself against characteristics of highly influential people
    • Using Aristotle's “Three Pillars of Persuasion”
    • Understanding six influence strategies

    Day 2

    • Analyzing target audiences
    • Conducting audience assessment interviews
    • Planning and delivering persuasive communications
    • Learning behaviors of charismatic people
    • Using four ways to pitch ideas
    • Learning how to organize oral and written proposals

    Day 3

    • Practice in delivering presentations
    • Dealing well with different stakeholders
    • Developing coalitions
    • Using team problem-solving and decision-making tools
    • Developing action plans for applying these principles in your workplace

    Chris Hinrichs

    Chris Hinrichs is an adult educator and consultant in human relations training and leadership. He helps managers learn team building, conflict resolution, creative problem solving, and interpersonal communication skills by leading hands-on outdoor experiences. Hinrichs received his Masters degree in adult continuing education, with an emphasis in counseling psychology and organizational behavior, from the University of Wisconsin-Madison. A former course designer, trainer, and director for Outward Bound schools, he has served organizations such as CUNA Mutual Insurance, Pillsbury Corporation, First Bank System of Minneapolis, and Yale School of Management.

    Buck Joseph

    Buck Joseph, Ed. D., is professor emeritus of management for Executive Education at the Wisconsin School of Business at UW-Madison. Since 1982, he has spoken at over 150 national and international conferences about leadership, teamwork, motivation, and communications. He has earned himself a reputation as an engaging, thought-provoking presenter who is dedicated to helping people grow in their abilities to communicate, lead, and manage in their professional and personal lives. Jospeh regularly works with companies such as Abbott Laboratories, 3M Corporation, General Electric Health Care, and American Family Insurance to develop and conduct in-house training and development programs for executives, managers, and first-line leaders.