Getting Results without Authority™
“Personal contact remains the key to good communications in the flatter organisation. For 40% of managers, face to face communication has increased and 66% spend more time in meetings—but the effectiveness of the communication has not improved.” - Chartered Management Institute

As organisations develop, more emphasis is placed of effective and timely communications. This course directly addresses the needs of people who are having to influence others to get things done who work in other departments; who do not work directly for them; and who are, in many cases, in a more senior position. Participants learn to analyse situations and choose the most appropriate and effective approach from a range of options.

In different years and for different clients it has been entitled 'Influencing for Results', 'Communication for Results', 'Interactive and Interpersonal Skills', 'Core Communication Skills', and many more. In the end, Getting Results Without Authority has been the prime choice because it describes so effectively what people need to do when working in organisations today - in the words of the British advert for Ronseal products: "It does what it says on the tin."

For more information on the course and the book, read the outline below, call me, or visit the dedicated website

AVAILABLE IN AUSTRALIA through Hargraves Institute. For more information, click here.

AVAILABLE IN DUTCH through licensee Frank Garten BV - call for more details or contact Frank direct

Course Objectives
• Learn how to communicate up, down and across your organisation
• Build ‘win-win’, harmonious relationships with colleagues, suppliers and customers
• Leading whether you are in charge or not
• Achieve results through others without any direct authority
• Communicate and delegate responsibilities to members of different departments
• Work more effectively in cross-functional or matrix teams
• Minimise conflict and build group commitment
• Win buy in and support for your ideas and proposals
• Sell change positively and gain the acceptance of affected parties
• Develop a collaborative team-oriented culture
• Progress decision-making in time efficient ways
• Increase personal influence by building flexibility of influencing style


Day 1
Personal Sources of Power and Authority
• Definition of Power and Influence
• Sources of Power and Influence
• Types of personal and positional power
• Building Trust and Credibility
Knowing Your Influencing Profile and that of Others
• Your Preferred Influencing Style
• “Communications Values” diagnostic instrument
• What works? Inquiry and exercise
• The Influencing Arena
• The 4 influencing styles – their mindsets, body language, communication style, behaviours
• Your preferred influencing style – its pros and cons when influencing senior managers, direct reports, matrix colleagues, business partners
• How the 4 styles apply ‘win-win’ in their negotiations with direct reports matrix colleagues, business partners
• Influencing Key Players at Work
• Individual activity - placing key work colleagues in the Influencing Arena
Exploring Options for Influencing Results
• Exploring Different Approaches for Effective Influencing
• The 4 influencing styles in detail – learning their language and behaviours, assessing impact and building skill and confidence in their use
• Harnessing the power of reciprocation and positivity in each style
• Communication in cross cultural, remote and difficult situations

Day 2
Developing Skills and Flexibility to Get Results with Different Situations
• Using principled negotiation to achieve positive outcomes in conflict situations
• “Alpha Telecommunications” – a matrix dispute negotiation
• Strategic Influencing
• Stakeholder mapping – identifying your personal influence networks
• Stakeholder analysis – identifying and influencing the political environment
• and resources
A Planning Framework for Collaborative Communication
• A Five-Step Planning Guide to Getting Results
Application to My Own Reality
• Planning the appropriate influencing strategy in own case study
• Rehearsing the plan
• Role play activity
Moving On From Here
• Personal Commitments to Increasing Your Influencing Impact