Maximizing Your Influence and Persuasion

Why Influence and Persuasion?

Being effective at influencing diverse stakeholders is a critical component of being an effective leader. You influence others when you drive change, present your ideas to your superiors or peers, negotiate a deal, or sell your products or services. In many situations, the reach of your formal authority--your job rank and title--is limited. The reach of formal authority is becoming even more limited in contemporary organizations, which are flatter, more cross-functional, and increasingly populated by generations who are less receptive to formal titles. 
Consider the following questions:

  • How much influence do you have at work? Do your colleagues, partners, and customers pay attention to your ideas? Can you get things done without relying on formal authority?
  • Would you like to be more effective in influencing a diverse workforce, which is increasingly less responsive to formal authority?  
  • Do you need to be more effective in influencing stakeholders beyond your organization: investors, customers, suppliers, distributors, partners, or competitors?
  • Do you need to be more effective at influencing your superiors?

This course will allow you to achieve leadership development in a way that is more effective, less expensive, and automatically leads to organizational improvement. And, because it is in an online format, you can easily make it available to your team or organization so that they, too, can be more effective leaders.

WHAT SETS THIS COURSE APART

  • Watch, learn, practice, and receive feedback on over 30 evidence-based influence techniques with a unique online simulation.
  • Flexible content delivery allows you to complete the course at your pace and schedule.
  • High-quality learning from your peers through group discussions.
  • Take-away course influence toolkit to develop effective influence habits.
  • Learn from Michigan Ross, #3 Global Provider, Financial Times Open Enrollment, 2020.

Executive Package benefits include:

  • Feedback from Michigan Ross faculty on your applied learning.
  • Engage with Michigan Ross faculty, Maxim Sytch, in a one-hour personalized executive session to gain deeper insights into your assessment results.

PROGRAM STRUCTURE

This four-week online course features a proprietary simulation developed by renowned Ross faculty, Professor Maxim Sytch. This simulation is designed to give you a robust and highly personalized learning experience. The program also allows you time to reflect on and apply influence techniques. 

Week 1: VALIDATION, PROCESS AND FRAMING

Learn how to establish authority and validate your ideas, as well as structure discussion and decision procedures to maximize influence. Understand how to effectively frame your arguments and how to counter unwanted influence.

Week 2: ARGUMENT AND DELIVERY, RELATING TO YOUR AUDIENCE

Learn how to deliver persuasive and memorable arguments, relate to your audience, and leverage non-verbal influence techniques. Practice applying influence skills in situational challenges.

Week 3: BUILD AND LEVERAGE RELATIONSHIPS FOR SUSTAINED INFLUENCE

Learn how to build and leverage relationships for sustained influence and navigate stakeholder power in driving initiatives. Navigate the challenges of influence and building relationships in the face-to-face and remote (digitally mediated) scenarios.

Week 4: DEVELOP EFFECTIVE INFLUENCE HABITS

Learn from the best practices of leaders and develop skills to practice ethical influence. Develop lasting influence habits.

Who Should Attend
  • Leaders at all levels and functions
  • Employees in customer-facing, boundary-spanning, and cross-functional roles
  • People seeking a unique, sustainable leadership development experience
  • Teams seeking extraordinary results due to enhanced influence 
Individual Benefits
  • Become a more effective leader within your organization
  • Exert influence in situations when you do not have formal authority
  • Acquire concrete skills to maximize your influence with superiors and peers, as well as customers and external partners
  • Learn how to protect yourself from the unwanted influence of others
MIP WEB

Faculty Thought Leadership

Faculty Thought Leadership

6 Ways a Crisis Can Help You Cultivate a Growth Mindset (Ashford, Sytch, Greer), Harvard Business Review, August 20, 2020.

Is Your Organization Ready for Permanent WFH? (Sytch, Greer), Harvard Business Review, August 18, 2020.

Managing Competing Loyalties (Sytch, Uribe, Kim), Harvard Business Review, February 3, 2020.

How to Figure Out How Much Influence You Have at Work (Sytch), Harvard Business Review, February 18, 2019.

Tuition & Fees

Tuition covers access to the Influence course content, simulation, and related activities. This is a self-guided journey, however, faculty and/or executive coaches are available for additional fees to guide within the virtual environment, or for additional online executive coaching sessions. If you would like to engage a faculty feedback, receive a 1:1 personalized executive faculty coaching, or would like to experience this program with your team, please contact Online Program Director Mike Williams to learn more – RossExecEd@umich.edu or +1.734.763.1000.

  • Professional Package pricing is $1,000. Upon completion of the course and simulation you will receive an assessment that evaluates your scores in Influence and Persuasion. You can also compare yourself with other members in your cohort.
  • Executive Package pricing is $1,800. In addition to the self-assessment detailed in the Professional Package pricing, experience personalized feedback with professor Maxim Sytch to review your individual Influence and Persuasion assessment scores. You will also have a one-hour live coaching session with Professor Sytch to better understand the meaning behind your scores and to answer any questions that you have around influence and persuasion. If you are interested in the executive package, please contact Online Program Director, Mike Williams at RossExecEd@umich.edu, as availability is limited.

Program Discounts may be available for selected programs; contact us for specific details. Program registration closes 5 business days prior to the program start date. The fee must be paid in full in US dollars (net of any tax) before access to the platform can be granted.

More info

Tuition covers access to the Influence course content, simulation, and related activities. This is a self-guided journey, however, faculty and/or executive coaches are available for additional fees to guide within the virtual environment, or for additional online executive coaching sessions. If you would like to engage a faculty feedback, receive a 1:1 personalized executive faculty coaching, or would like to experience this program with your team, please contact Online Program Director Mike Williams to learn more – RossExecEd@umich.edu or +1.734.763.1000.

  • Professional Package pricing is $1,000. Upon completion of the course and simulation you will receive an assessment that evaluates your scores in Influence and Persuasion. You can also compare yourself with other members in your cohort.
  • Executive Package pricing is $1,800. In addition to the self-assessment detailed in the Professional Package pricing, experience personalized feedback with professor Maxim Sytch to review your individual Influence and Persuasion assessment scores. You will also have a one-hour live coaching session with Professor Sytch to better understand the meaning behind your scores and to answer any questions that you have around influence and persuasion. If you are interested in the executive package, please contact Online Program Director, Mike Williams at RossExecEd@umich.edu, as availability is limited.

Program Discounts may be available for selected programs; contact us for specific details. Program registration closes 5 business days prior to the program start date. The fee must be paid in full in US dollars (net of any tax) before access to the platform can be granted.

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