Persuasion: Influencing Without Authority

Influence isn’t just a soft skill–it’s a strategic advantage. Our Persuasion: Influencing Without Authority program unlocks the science behind changing minds–one decision at a time. This dynamic, high-impact program is designed for executives who must lead, inspire, and move others without relying on formal authority. Whether influencing in the boardroom, navigating cross-functional initiatives, or aligning stakeholders around strategic priorities, this program delivers a powerful framework for persuasion grounded in behavioral science and real-time application.

Led by Robert N. Bontempo, Academic Director in Executive Education, the program blends cutting-edge research with real-world application. Bontempo is a trusted advisor to executives at Goldman Sachs, Boeing, Glaxo-Wellcome, NASA, and the US State Department. Named one of the top MBA professors in the United States by Businessweek, his insights have been featured in The New York Times, The Wall Street Journal, and The Economist.

“To reach the next level, technical expertise isn’t enough—you need to influence people over whom you have no formal authority.”

Faculty director Bob Bontempo discusses the program’s persuasion exercises and feedback sessions.

Persuasion vs. NegotiationAre you using the right influence strategy at the right time? In this short video, Faculty Director Robert N. Bontempo reveals the critical differences between persuasion and negotiation—and how mastering both can elevate your leadership impact.

“Negotiation creates mutual benefit through exchange; persuasion creates impact by changing beliefs. Effective leaders know when to use each.”

Faculty director Bob Bontempo discusses why persuasion and negotiation are different sets of behaviors but with two complementary skill sets

Understanding Persuasion in Practice

Participants start with a real-time persuasion challenge. The experience highlights common habits, reveals where influence breaks down, and clarifies what makes communication more effective.

Changing The Playbook

Day Two introduces new frameworks drawn from psychology and behavioral science. Participants examine how influence strategies shift across audiences and power dynamics, and apply these models to real professional situations.

Putting It All to Work

The final day focuses on application and clarity. Participants practice influencing in one-on-one conversations, small groups, and larger organizational settings. The emphasis is on choosing the right approach–persuasion, motivation, or negotiation–and applying it with intention.

Persuasion: Influencing Without Authority is built for leaders whose impact depends on gaining commitment without relying on hierarchy.

Designed for executives at all levels who: