The Power of Influence over Authority Course (Self-Paced)
IDMGMT7120SP

Module 1: Defining Power, Authority, and Influence

• Define power, authority, and influence and explain their relationship to leadership and results.
• Compare Kipnis & Schmidt's six influence styles (friendliness, bargaining, reason, assertiveness, higher authority, coalition building) and when each is effective.
• Identify four sources of influence—expertise, personal attraction, effort, and legitimacy—and how to develop them.
• Differentiate short-term compliance from long-term commitment and why influence outperforms authority alone.

Module 2: Communication Skills Essential to Influencing Others

• Strengthen listening, speaking, writing, and critical thinking as core tools of influence.
• Practice active listening techniques and audience-centered speaking that build commitment.
• Apply writing guidelines (professional tone, plain language, “bottom line up front”) to persuade busy readers.
• Use critical thinking to analyze issues, present both sides, and translate ideas into clear actions.

Module 3: Influencing Through Responses to Others

• Distinguish non-assertive, aggressive, and assertive responses and their impact on commitment.
• Use assertiveness skills—eye contact, posture, facial expression, voice, and timing/location—to convey respect and clarity.
• Build habits that increase influence (self-monitoring logs, positive imagery, feedback from role models).
• Apply assertive responses to workplace scenarios to keep proposals moving forward.

Module 4: Influencing Through Positive Criticism and Feedback

• Deliver “mission-first” criticism that is thoughtful, tactful, and solution-oriented.
• Follow proven tips: focus on standards and issues (not people), avoid exaggeration/sarcasm, seek feedback, and secure buy-in.
• Respond constructively to criticism by mirroring, acknowledging, clarifying, and linking to points of agreement.
• Provide timely, specific, behavioral feedback using the SBI model (Situation–Behavior–Impact) plus clear requests and consequences.

Module 5: Case Study

• Analyze a realistic agency scenario and select appropriate influence strategies to build support across divisions.
• Design and present a plan that applies styles/sources of influence, communication, and assertive responses.
• Translate lessons into career-development actions that expand your influence without formal authority.
• Reflect on outcomes and “what’s next” to sustain momentum after the course.