Overcoming Resistance - The Influence Equation

Overview

What you will study

Have you ever experienced resistance when: 

• Despite having put together a reasonable proposal, your counterpart says, “no, my hands are tied”? And no matter what you do, they claim to have only limited discretion to negotiate with you?

• You develop a better way of working—a new process or procedure that clearly meets your organization’s goals—but your colleagues still drag their feet?

• Someone makes extreme demands in a negotiation, followed by small, slow concessions—or none at all?

• As you meet with a promising direct report to coach them on problematic behavior, they nod, say they understand, and agree to make the changes; yet weeks later, you notice the same behavior?

In the Overcoming Resistance - The Influence Equation course offered by Harvard University led by communication, negotiation, and dispute resolution specialist Stevenson Carlebach, you will:

• Deepen your understanding of the essential factors of persuasion and how to use them to prepare for your next influence challenge;

• Diagnose the issues behind difficult negotiations and learn how to rebuild relationships for more effective outcomes; and

• Plan a long-term influence campaign to help reduce resistance and become more influential over time.