Adaptive Strategic Execution Program
          STRATEGY. WORK. PEOPLE.
                             Influencing Without Authority
                             Influencing Without Authority equips participants with the 
                             skills needed to build credibility and effectively influence 
                             stakeholders, even if they lack the formal authority to 
                             make demands on resources. This course helps attendees                                                                                                                                     YOU WILL LEARN TO: 
                             understand the attitudes and behaviors of leaders who know                                                                                                                                  Identify what it means to 
                             how to get work done through influence and persuasion,                                                                                                                                          influence without authority 
                                                                                                                                                                                                                             and what you can do to be 
                             whether managing up, down, across, or diagonally within                                                                                                                                         successful
                             organizations.                                                                                                                                                                              Read the larger context in which 
                                                                                                                                                                                                                             you wish to influence without 
                             Influencing Without Authority begins by placing the concept                                                                                                                                     authority
                             of influence within the larger context of environmental,                                                                                                                                    Employ principles and tools to 
                             organizational, network, relational, and interpersonal                                                                                                                                          build your influence within your 
                                                                                                                                                                                                                             organization
                             factors. It breaks influence down into a series of learnable 
                                                                                                                                                                                                                         Apply what you’ve learned to 
                             skills, moving beyond the notion that influence is simply the                                                                                                                                   a series of specific situations 
                             product of personal charisma or charm, and instead, gives                                                                                                                                       where leading without authority 
                                                                                                                                                                                                                             is most required
                             participants tools needed to negotiate the political landscape 
                             of organizations. Participants also learn how to build the 
                             personal credibility that serves as the foundation of effective 
                             influence and how to apply a powerful methodology for 
                             resolving performance challenges in an environment where 
                             power cannot be exerted by one individual over another. 
                             They also learn how to build networks by overcoming internal 
                             barriers to creating new contacts. Finally, Influencing Without 
                             Authority provides the tools necessary to be more influential 
                             on both a personal and more strategic level.
                                                                                                                                                                                                                                                                                                            TM
               ADAPTIVE STRATEGIC EXECUTION PROGRAM  |  Smarter project-based work for a more complex world                                                                                                                                                               Strategy Execution
                                                                                                                                                                                                                                                                 FORMERLY IPS LEARNING & ESI INTERNATIONAL
                                                                                                                                                                                Adaptive Strategic Execution Program
          STRATEGY. WORK. PEOPLE.
                            KEY TOPICS
                              Looking at the Context Model                                                                                                          Solving Performance Problems
                                  – Formal/Informal Authority                                                                                                            – When Performance Problems Arise: Direct Reports, 
                                  – What is “Influencing without Authority”?                                                                                                  Supervisors,  Stakeholders, External Parties
                                  – Informal Authority in the VUCA Environment                                                                                           – How Effective Influencers Work
                                  – The Context Model                                                                                                                    – A Model for Dealing with Performance Problems:
                              Reading the Context                                                                                                                             •  Phase 1: Prepare
                                                                                                                                                                               •  Phase 2: Engage
                                  – Reading the Context: Business Dynamics and                                                                                                 •  Phase 3: Evaluate
                                       Environment                                                                                                                             •  Phase 4: Resolve
                                  – PESTEL Analysis: Political, Economic, Social,                                                                                              •  When Best Efforts Fail
                                       Technological, Environmental, Legal                                                                                           Maintaining Networks and Relationships
                                  – How To Be Influential in the Organization                                                                                            – What Do We Mean by “Networking”?
                                  – Organization Analysis: Four Frames                                                                                                   – Four Key Uses of Networking
                                  – Reading the Context: Networks                                                                                                        – Dispelling Network Myths
                                  – Relationship Analysis: Social Exchange Theory                                                                                        – Five Rules of Networking
                                  – Reading the Context: Personal Behavior                                                                                               – Three Types of Networks: Operational, Personal, 
                                  – Principles of Influence                                                                                                                   Strategic
                                  – Difference between Power and Influence                                                                                               – Steps to Building a Better Network
                                  – Overview of the Six Influence Principles                                                                                             – Tool for Building a Better Network
                                  – Principle 1: Liking                                                                                                                  – Tips for Networking Events
                                  – Principle 2: Social Proof
                                  – Principle 3: Consistency                                                                                                         Persuading Others and Influencing Strategically
                                  – Principle 4: Scarcity                                                                                                                – What Is/Is Not Persuasion?
                                  – Principle 5: Expertise                                                                                                               – Being Persuasive: Four Elements
                                  – Principle 6: Reciprocity                                                                                                                   •  Element: Establish Credibility
                              Dealing with Organizational Politics                                                                                                            •  Element: Frame for Common Ground
                                  – What Does the Term Organizational Politics Mean?                                                                                           •  Element: Provide Evidence
                                  – Why Concern Ourselves with Politics?                                                                                                       •  Element: Connect Emotionally
                                  – How Good a Politician Are You?                                                                                                       – What Does “Influencing Strategically” Mean?
                                  – Methodology for Influencing Up                                                                                                       – Stereotypes about senior stakeholders
                                        •  Political Intuition                                                                                                           – Four Steps of Strategic Persuasion
                                        •  Political Insight                                                                                                                   •  Step 1: Survey Your Situation
                                        •  Advance Work                                                                                                                        •  Step 2: Confront the Five Barriers
                                        •  Positive Politics                                                                                                                   •  Step 3: Make Your Pitch
                                                                                                                                                                               •  Step 4: Secure Your Commitments
                              Gaining Credibility                                                                                                                       – When Issues Arise
                                  – Two Elements of Credibility: Confidence and 
                                       Competence
                                  – The Trust Equation
                                  – Tool: Credibility Grid
                                  – Building Your Credibility: Focusing on behaviors
                                  – The 13 Behaviors: Trust-Based, Competence-Based, 
                                       and Trust & Competence Behaviors
                                                                                                                                                                                                                                                                                                            TM
               ADAPTIVE STRATEGIC EXECUTION PROGRAM  |  Smarter project-based work for a more complex world                                                                                                                                                               Strategy Execution
                                                                                                                                                                                                                                                                 FORMERLY IPS LEARNING & ESI INTERNATIONAL