Interacting with Others 4: Influence acceptance of ideas

Shape expectations of others regarding needed change

Use effective methods to gain acceptance of ideas or plans

Persuade others to a point of view

Achieve agreement on objectives and courses of action

On-the-Job

Take responsibility for a project whose solution requires the cooperation of individuals from other organizational units, especially related to the allocation and control of resources Work on a problem that requires developing relationships with other and convincing them to take a specific course of action Stand firm when decisions have been made Seek specific opportunities to directly influence senior management Meet with suppliers, customers and community leaders to contribute to the resolution of any open issues

Education and Training

• Internal Consulting Skills (The Walker Group, offered as an in-house workshop, 2 days, 203-431-1333)
• Leadership and Influence (Babson School of Executive Education, 781-239-4354, 1 week, $4300)
• Negotiating Skills for Effective Management (Columbia University, 212-854-3395, 4 days, $2900)
• Cornell University - New York City, 212-340-2863
     ---Influence Strategies, 1 day, $445
     ---Negotiating Effectively, 2 days, $795
• Dynamics and Skills of Effective Negotiation (Cornell University, 607-255-8994, 2 days, $675
• Harvard University (617-239-1111)
     ---Program on Negotiating for Senior Executives, 2 days, $1275
     ---Strategies for Enhancing Executive Influence, 2 days, $1950
• Negotiation Dynamics (INSEAD, 331-6074-5513, 3 1/2 days, FF 25.000)
• Negotiating Strategies for Managers (Northwestern University, 708-864-9270)
• Negotiation and Influence Strategies (Stanford University, 415-723-3341, 1 week, $5500; also Video, $189))
• Effective Negotiations Program (UCLA, 310-825-2001, 3 days, $2750)
• University of Texas (512-471-5893)
     ---Practical Negotiation Skills, 3 days, $1350
     ---Advocacy: Selling Yourself and Your Ideas, 3 days, $1350
• Bargaining and Negotiating: A Learning Laboratory (University of Virginia, 804-924-3000, 4 days, $3300)
• Negotiating Skills (University of Washington, 206-543-8560)
• Persuasion and Influencing Skills for Managers (Vanderbilt University, 615-322-2513)
• Wharton Executive Negotiation Workshop: Bargaining for Advantage (The Wharton School, 215-898-1776, 1 week, $6250)
• Consulting in Your Company (USC/SHRM, 703-548-3440, 4 days, $2500)
• Guide to Negotiating: Negotiate Better Deals and Enjoy the Process More (Kantola Productions, Video, $90)
• American Management Association (518-891-1500). A number of courses, self-studies and videos are offered, including:
     ---Getting Results without Authority, 4 days, $1625
     ---Motivating Others: Bringing Out the Best in People, 3 days, $1475
     ---Negotiating to Win and Negotiating to Win II: An Action Workshop, 2-3 days, $1475
• NTL Institute (703-548-1500, 800-777-LABS)
     ---Influencing Effectively, 6 days, $1999
     ---Consultation Skills, 8 days, $2100
  
• Linkage, Inc. (617-862-3157)
     ---Consulting Skills for Human Resource Professionals, 4 workshops, 2 days each, certificate program, $3695
     ---Consulting Skills Institute, 4 days, $3495
• Developing Internal Consulting Skills (Leadership Center, 212-229-5990, 1 day, $400)
• Designed Learning (908-754-5102)
     ---Staff Consulting Skills, 3 days, $850
     ---Advanced Consulting Skills, 4 days, $1400
• Negotiating for Business Results (Training Express, 800-294-1140, $100)
• Be Prepared to Sell (Toastmasters International, 415-381-9363, Video, $90)
• Negotiating Like Pros (CareerTrack, 800-334-1018, Video, $250)