Influencing Without Authority

What you'll learn

• Explain why influence, not authority, moves most cross-functional work, and what distinguishes influence from manipulation
• Map stakeholders by what they care about, how they are measured and how the decision actually gets made
• Build and spend the two core influence currencies — credibility and reciprocity — deliberately over time
• Frame a proposal in the other party's terms so it answers their priorities, not yours
• Choose between push and pull influence styles to fit the person and the situation
• Build a coalition of support before the decision meeting, and handle pushback without damaging the relationship

Curriculum

Progress through each competency level in order.