COVID-19 STATEMENT: While this virus is impacting everyone differently, this online program is continuing as planned.
Please consider joining our global online classroom for an enriching and interactive experience to further your career.
While this virus is impacting everyone differently, this online program is continuing as planned. Please consider joining our global online classroom for an enriching and interactive experience to further your career.
Persuasion (Live Online): Influencing Without Authority

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October 20, 2020


5 weeks,

Eight 90-minute live virtual sessions
(2 per week)



 Flexible payment available
 Special group enrolment pricing

*GST applicable to Singapore residents.

What am I trying to achieve here?

This is the first question you should ask yourself as you prepare for any important meeting.

The second question you should ask yourself: Is this a negotiation or a persuasion?

It turns out that negotiation and persuasion are two completely different, but complimentary, skill sets. Both are teachable. And both are required capabilities as you strive to move further up the leadership ladder. Chances are you are respectable at these skills, having achieved a certain level of success in your career to reach this point. But to reach the next level and be effective in those leadership roles, it’s the mastery of communication that moves the needle.

About Columbia Business School Executive Education's Live Online Programs

Now, more than ever, executives need the knowledge and insights to help them adapt to change and solve complex problems. Columbia Business School Executive Education offers executives and organizations a variety of approaches, programs, and means to excel. But delivering learning with real-time impact isn't new to Columbia. And as the business world has evolved, we have applied new best practices to continuously improve the experience.

With our live online programs, we are taking select in-person programs and are translating them to a fully live and virtual format, delivering the same interactive sessions with faculty and real-time application of knowledge you would experience in person.

Reserve your seat early for Columbia Business School Executive Education's online global classroom, as spots are limited.

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This Program's Live Online Experience

  • Tutorials to Set-up Development Environment

    Two 90-Minute Live Sessions
    with Faculty per Week

  • Capstone Project with Real-World Application

    Personal Feedback on Your
    Persuasion Techniques

  • Work with an Actual API

    Individual Assessment
    of Your Social Style

  • Case Study with Real Data Sets from Dig Restaurants

    Dedicated Program
    Support Team

  • Bite-Sized Learning

    Learning App

  • Dedicated Program Support Team

    Peer Learning and

Who Should Attend

Persuasion (Live Online): Influencing Without Authority is especially suitable for those who find they need to be more effective building consensus and influencing those over whom they do not have formal authority across levels, functions, and industries.

Executives who need to promote their agenda in an atmosphere that does not permit giving orders, who need to "manage up," and those who need to drive change, both one-on-one and across organizational boundaries, will also benefit from this program.

Columbia Business School Alumni and up to four of their colleagues are eligible for a 25 percent tuition benefit for full-price Executive Education in-person programs lasting up to seven days and all full-price online programs.

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"The most powerful and efficient program I’ve attended on practical persuasion and negotiation techniques."

—Steve Grewal, Deputy Chief Information Officer,

U.S. Department of Education

(On-campus program participant)

"I’m leaving with tools that can help me in every aspect of my professional life."

—Lore Gruenbaum,Principal Scientist,

Boehringer Ingelheim Pharmaceuticals

(On-campus program participant)

"This is a unique program that goes well beyond negotiation skills. It gave me very effective motivation and persuasion techniques to be applied in the corporate world and everyday life. The program is backed up by scientific research and historical data. Very, very useful."

—Monica Ramirez, Regional Director Corporate Affairs

at SABMiller Latin America

(On-campus program participant)

Key Takeaways

Persuasion is the skill of changing what somebody believes about the value of an outcome or a behavior. Through this program, you will:

  • Develop an awareness of a wide range of persuasive styles
  • Learn how to analyze the type of person you’re dealing with and how to customize your communication for maximum effect
  • Learn the distinction between persuasion and negotiation and when to use each
  • Recognize different types of organizational power and how and when to use each


Participants are provided a number of readings on the psychology of persuasion and attitude change prior to the program. During the program, participants apply the techniques to a personal case, are provided an individual assessment of their social style, and receive an analysis of their persuasive communication.

Session titles:

  • How persuasive are you?
  • How to be more persuasive
  • What kind of problem am I persuading about?
  • What kind of person am I persuading?
  • Overcoming resistance to persuasion
  • The role of emotion
  • Persuading in teams
  • Final presentation

Live Session Schedule

Live Session #1 Live Session #2 Time (ET)
Week 1 October 27 October 29 9–10:30 a.m.
Week 2 November 3 November 5 9–10:30 a.m.
Week 3 November 10 November 12 9–10:30 a.m.
Week 4 November 17 November 19 9–10:30 a.m.

A recorded orientation session welcoming you to your online campus will be made available after the program commences on October 20, 2020.

Note: This schedule is subject to change and recorded sessions will be made available on the learning platform for the duration of the program.

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Participant Profile

  • 20+ yrs
  • 16-20 yrs
  • 11-15 yrs
  • 6-10 yrs
  • <5 yrs
  • General Mgmt.
  • Finance / Accounting
  • Marketing
  • Legal / Compliance
  • Info Systems / Tech.
  • Sales
  • HR
  • R&D
  • Administrative
  • Operations
  • Other
  • Finance / Accounting
  • Healthcare
  • Energy / Resources
  • Manufacturing
  • CPG
  • Education
  • Government
  • IT / Technology
  • Shipping / Transport
  • Insurance
  • Other


Program Overview

Program Overview

Faculty director Bob Bontempo discusses the program’s persuasion exercises and who can benefit most.

Negotiation vs. Persuasion

Negotiation vs. Persuasion

Faculty Director Bob Bontempo explains why persuasion and negotiation are different sets of behaviors, but with two complementary skill sets.

"As our careers grow, it gets harder and harder to improve our interpersonal skills, because our authority prevents us from getting the kind of honest feedback we need. This program provides practical feedback for the critical skills needed to advance in our careers."

-Robert Bontempo,

Faculty Director


Robert Bontempo

Robert Bontempo, Program Faculty Director

Adjunct Professor of Business Faculty Member, Executive Education

Robert Bontempo is a leading advisor to senior executives worldwide. He advises on the leadership of organizational change and the implementation of business strategy to such companies as Goldman Sachs, Boeing, Glaxo-Welcome, and NASA. Bob has advised the US State Department under both democratic and republican adminstrations, and has worked closely with the UN Population Fund.

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Upon completion of the program, participants will receive a certificate of participation from Columbia Business School Executive Education and one day towards a Certificate in Business Excellence.

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Your verified digital certificate will be issued in your legal name and emailed to you, at no additional cost, upon completion of the program, as per the stipulated requirements. All certificate images are for illustrative purposes only and may be subject to change at the discretion of the Columbia Business School Executive Education.

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