EXECUTIVE EDUCATION

Persuasion: Influencing Without Authority

Engage with Columbia faculty LIVE ONLINE

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Course Dates

STARTS ON

TBD

Course Duration

DURATION

5 weeks
8 live virtual sessions

Course Duration

What am I trying to achieve here?

This is the first question you should ask yourself as you prepare for any important meeting.

The second question you should ask yourself: Is this a negotiation or a persuasion?

It turns out that negotiation and persuasion are two completely different, but complementary, skill sets. Both are teachable. And both are required capabilities as you strive to move further up the leadership ladder. Chances are you are respectable at these skills, having achieved a certain level of success in your career to reach this point. But to reach the next level and be effective in those leadership roles, it’s the mastery of communication that moves the needle.

About Columbia Business School Executive Education's Live Online Programs

Now, more than ever, executives need the knowledge and insights to help them adapt to change and solve complex problems. Columbia Business School Executive Education offers executives and organizations a variety of approaches, programs, and means to excel. But delivering learning with real-time impact isn't new to Columbia. And as the business world has evolved, we have applied new best practices to continuously improve the experience.

With our live online programs, we are taking select in-person programs and are translating them to a fully live and virtual format, delivering the same interactive sessions with faculty and real-time application of knowledge you would experience in person.

Reserve your seat early for Columbia Business School Executive Education's online global classroom, as spots are limited.

This Program's Live Online Experience

Two 90-Minute Live Sessions with Faculty per Week

Personal Feedback on Your Persuasion Techniques

Individual Assessment of Your Social Style

Dedicated Program Support Team

Mobile Learning App

Peer Learning and Feedback

Who Should Attend

Persuasion (Live Online): Influencing Without Authority is especially suitable for those who find they need to be more effective building consensus and influencing those over whom they do not have formal authority across levels, functions, and industries.

Executives who need to promote their agenda in an atmosphere that does not permit giving orders, who need to "manage up," and those who need to drive change, both one-on-one and across organizational boundaries, will also benefit from this program.

Columbia Business School Alumni and up to four of their colleagues are eligible for a 25 percent tuition benefit for full-price Executive Education in-person programs lasting up to seven days and all full-price online programs.

"As our careers grow, it gets harder and harder to improve our interpersonal skills, because our authority prevents us from getting the kind of honest feedback we need. This program provides practical feedback for the critical skills needed to advance in our careers."
- Robert Bontempo, Faculty Director

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Participant Testimonials

"The most powerful and efficient program I’ve attended on practical persuasion and negotiation techniques."

— Steve Grewal, Deputy Chief Information Officer, U.S. Department of Education (on-campus program participant)

"I’m leaving with tools that can help me in every aspect of my professional life."

— Lore Gruenbaum, Principal Scientist, Boehringer Ingelheim Pharmaceuticals (on-campus program participant)

"This is a unique program that goes well beyond negotiation skills. It gave me very effective motivation and persuasion techniques to be applied in the corporate world and everyday life. The program is backed up by scientific research and historical data. Very, very useful."

— Monica Ramirez, Regional Director Corporate Affairs at SABMiller Latin America (on-campus program participant)

Key Takeaways

Persuasion is the skill of changing what somebody believes about the value of an outcome or a behavior. Through this program, you will:

  • Develop an awareness of a wide range of persuasive styles
  • Learn the distinction between persuasion and negotiation and when to use each
  • Learn how to analyze the type of person you’re dealing with and how to customize your communication for maximum effect
  • Recognize different types of organizational power and how and when to use each

Syllabus

Participants are provided a number of readings on the psychology of persuasion and attitude change prior to the program. During the program, participants apply the techniques to a personal case, are provided an individual assessment of their social style, and receive an analysis of their persuasive communication.

The session topics are:

:

• How persuasive are you?

:

• Overcoming resistance to persuasion

:

• How to be more persuasive

:

• The role of emotion

:

• What kind of problem am I persuading about?

:

• Persuading in teams

:

• What kind of person am I persuading?

:

• Final presentation

:

• How persuasive are you?

:

• What kind of problem am I persuading about?

:

• Overcoming resistance to persuasion

:

• Persuading in teams

:

• How to be more persuasive

:

• What kind of person am I persuading?

:

• The role of emotion

:

• Final presentation

A recorded orientation session welcoming you to your online campus will be made available after the program commences. Recorded sessions will be made available on the learning platform for the duration of the program.

Live sessions are held on Tuesdays and Thursdays, 9:00-10:30 a.m. ET.

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Faculty

Robert Bontempo

Program Faculty Director, Adjunct Professor of Business Faculty Member, Executive Education

Robert Bontempo is a leading advisor to senior executives worldwide. He advises on the leadership of organizational change and the implementation of business strategy to such companies as Goldman Sachs, Boeing, Glaxo-Welcome, and NASA. Bob has advised the US State Department under both democratic and republican adminstrations, and has worked closely with the UN Population Fund. His observations on leadership have been featured in the New York Times, the Wall Street Journal, and The Economist, and he has been named by Businessweek magazine as one of the top MBA professors in the U.S.

Certificate

Certificate

Upon completion of the program, participants will receive a certificate of participation from Columbia Business School Executive Education and one day towards a Certificate in Business Excellence.

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Your verified digital certificate will be issued in your legal name and emailed to you, at no additional cost, upon completion of the program, as per the stipulated requirements. All certificate images are for illustrative purposes only and may be subject to change at the discretion of the Columbia Business School Executive Education.

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Early registrations are encouraged. Seats fill up quickly!