Negotiating Support and Buy-In for Your Agenda

Build and negotiate support for your change initiatives. Understand principles of bargaining power and organizational influence and analyze the agendas of other employees.

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 Take 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.

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.

Certificate Information

This course can be applied toward the following certificates:

• Business Leadership Skills
• Change Leadership

Prerequisites

* Please take Mapping the Political Terrain of Allies and Resistors (ILRSM510) prior to enrolling in this course.

HRCI Recertification

This course 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.

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.

Project Management Institute Professional Development Units