Negotiating Support and Buy-In for Your Agenda

Description

In these highly uncertain and turbulent times, going it alone is no longer a route to success; as a result, effective leaders build coalitions of support for their agenda and change initiatives. Leaders develop such coalitions by establishing their own credibility and the credibility of their agenda.

This course, the third in the series, "Getting Things Done in Organizations: Creating Change and Building Support," is designed to:

• Help learners develop a "roadmap" for negotiating support for their action agenda
• Convey an understanding of the principles of bargaining power and influence in the process of negotiating a strategic initiative
• Help learners apply this conceptual model to their action agenda in their organization
• Help learners analyze the political agendas of others in the organization, identify sources of support for their agenda, and develop a strategy for building support for their initiative

Who Should Enroll in This Course?

This course is essential for department heads, team leaders, and managers working at all levels of organizations in virtually any industry sector who wish to understand the process of organizational analysis and change.

Enrollment

To register, contact an Enrollment Counselor at info@ecornell.com or 1-866-326-7635 (+1-607-330-3200 from outside the United States).

Certificate programs are eligible for eCornell Payment Plans. Discounts are available for military personnel, veterans, and Cornell University Alumni. eCornell programs are not eligible for financial aid or federal Pell Grants. Contact an enrollment counselor for more information.

Certificate Information

This course can be applied toward the following certificates:
 

• High Performance Leadership
• Change Leadership
• Master Certificate in Healthcare Leadership

CEUs

HRCI Recertification

This program, <~CODE~>, has been approved for six (6) Strategic Management recertification credit hours toward SPHR and GPHR recertification and six (6) recertification credit hours toward PHR, SPHR, and GPHR recertification through the Human Resource Certification Institute. Please contact the Human Resource Certificate Institute (HRCI) for further information about certification or recertification.

Project Management Institute Professional Development Units

This course qualifies for 6.00 Professional Development Units (PDUs) from the Project Management Institute (PMI) for Professional Project Managers (PMPs) seeking ongoing education and professional development for continuing certification. eCornell is a Global Registered Education Provider of PMI. PDUs are designated as Category 3.

Additional Information

Course Format

eCornell takes a problem-based approach to learning, and our courses are built around realistic case studies and scenarios. All courses are self-paced, and are facilitated by an eCornell instructor, who leads the online discussions and is available to answer any questions about the course content.

This course contains the following modules:

• Why You Need a Change
  • Coalition Conditions that necessitate coalitions
  • Power dynamics and credibility
  • Understanding and communicating the benefits of your agenda to others
• Negotiating Support for Your Initiative
  • Strategies for gaining initial support for your agenda
  • Justifying your actions
• How to Negotiate a Coalition of Support
  • When to use tacit or explicit language to present your agenda
  • Approaches to communicating your agenda
  • Developing a negotiation strategy appropriate to your agenda

Benefits to the Learner

After completing this course, participants will be able to:

• Describe why coalitions are critical to taking effective action
• Describe how coalitions increase your bargaining power
• Analyze the types of initial support you can build
• Develop strategies for getting initial support for your agenda
• Identify communications approaches that will be most effective
• Outline a strategy for getting others to buy-in to your agenda

Authoring Faculty

Samuel B. Bacharach, Ph.D., McKelvey-Grant Professor

Sponsoring School

Cornell University's School of Industrial and Labor Relations

Total Learning Time

Approximately five to six hours over a period of two weeks.

You May Be Interested In...

Students who purchased this course also purchased:
 

• Mobilizing the Coalition for Action
• Mapping the Political Terrain of Allies and Resistors
• Developing an Agenda for Change