Persuasion: Influencing Without Authority
- Requirements
- Cross-functional leaders and emerging executives. Accountable for negotiation, persuasive communication, and alignment in high-stakes settings.
Persuasion: Influencing Without Authority
Overview
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.”
Bob Bontempo
Academic Director in Executive EducationFaculty director Bob Bontempo discusses the program’s persuasion exercises and feedback sessions.
Persuasion vs. Negotiation
Are 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.”
Bob Bontempo
Academic Director in Executive EducationFaculty director Bob Bontempo discusses why persuasion and negotiation are different sets of behaviors but with two complementary skill sets
Key Benefits
Influence is rarely about authority alone. It’s about clarity, credibility, and timing. The Persuasion: Influencing Without Authority program develops practical persuasion tools grounded in behavioral science and tested in real organizational settings. Participants will:
- Master six evidence-based tools of social influence for immediate use
- Distinguish clearly between persuasion, negotiation, and motivation—and know when to deploy each
- Adapt communication styles to fit different audiences from direct reports to C-suite executives
- Apply behavioral science to real-world influence challenges through interactive case work
- Sharpen personal persuasion strategies through expert feedback and live simulations
- Build a customized influence toolkit to create alignment across teams and organizations
Special Features
- Personalized video analysis of participant’s persuasive communication style
- Private application of course tools to a real-world persuasion challenge
- Social style assessment and coaching to uncover personal strengths and blind spots
Participant Profile
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:
- Lead cross-functional initiatives or work within complex organizations
- Manage stakeholder expectations without formal authority
- Drive alignment across functions, teams, or external partners
- Present ideas, strategies, or recommendations in high-stakes environments
- Advise, consult, or manage up, across, and down
- Seek to elevate their communication style, strategic presence, and decision-making impact
“The program was very engaging and helpful. It will definitely have an impact on my growth both on a professional and on a personal level. I would highly recommend this to anyone who would like to progress their career!”
Laura Sedita Alaimo
Director and Head Medical Excellence, Novo Nordisk Inc.“The program in conjunction with the Negotiation course not only gave me the toolkit I need to differentiate between the two, but also to optimize and use them both to my advantage in my work.”
Kostas Kollias
Senior Portfolio Officer, International Finance Corporation“I'm leaving with tools that can help me in every aspect of my professional life.”
Lore Gruenbaum
Principal Scientist, Boehringer Ingelheim Pharmaceuticals“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“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
Global Director Government & Regulatory Affairs at Anheuser-Busch InBev (AB InBev)“I came into the class with a tool box of used tools and left with computerized tools for the future.”
M. John Constable
Senior Boiler Engineer, Consolidated Edison of New York“An incredibly effective crash course in leadership communication.”
Barry Leybovich
Staff Product Manager at SmarterDx“This was the best "soft skills" course that I've attended in the last 25 years. Seeing how we need the techniques presented was the most instructive part of the course. We need the principles to be explained, and it's the practice that drives home the message.”
John O'Leary
Director (Western Hemisphere), BP AmericaLearning Methodology
Influence is strengthened through deliberate practice and structured reflection. The program combines behavioral science with applied exercises that reflect real leadership dynamics and stakeholder engagement. The experience includes:
- Influence Simulations: Structured, real-time scenarios surface instinctive persuasion patterns and decision approaches under pressure.
- Behavioral Style Assessment: Participants identify their communication tendencies and develop strategies to adapt across diverse interpersonal and organizational settings.
- Research-Based Influence Frameworks: Grounded in behavioral science, the program clarifies when and how to deploy data, narrative, timing, and tone to strengthen persuasive impact.
- Case-Based Application: Realistic leadership challenges allow participants to integrate program concepts into their own professional contexts.
- Faculty and Peer Feedback: Targeted coaching and candid input refine persuasive presence, clarity, and credibility.
- Facilitated Workshops and Debriefs: Each concept is tested in practice, examined through structured discussion, and translated into repeatable leadership strategies.
Program Content
Prior to arrival, participants complete selected readings in the psychology of persuasion and attitude change to establish a shared foundation. During the program, participants apply the concepts to an active professional challenge, complete an individual behavioral style assessment, and receive video-based analysis of their persuasive communication.
Throughout the experience, faculty and peers provide direct feedback to refine technique and strengthen impact. Participants leave with a personalized persuasion toolkit grounded in practical application.
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.
- Persuasion Exercise: The Full Range of Tactics
- Performance Feedback
- Persuasion vs. Negotiation
- Six Tools of Social Influence
- Networking Reception
Faculty Director
Robert N. Bontempo
Academic Director in Executive Education
Adjunct Professor of Business
Faculty and speakers are subject to change.
“I have the opportunity to sit at the table with leaders from some of the most important organizations in the world as they negotiate, persuade, and make decisions.”
Robert Bontempo
Faculty Co-DirectorAll certificate images are for illustrative purposes only and may be subject to change at the discretion of Columbia Business School Executive Education.
FAQ
Assignments
Will there be any homework or assignments?
For select programs, there will be some assignments to complete after the end of select program sessions. Assignments will typically consist of readings, self-reflections, and brief assessments. This approach is designed to help you practice your learnings.
How long will assignments take?
We do not expect that homework assignments will take up a large amount of time to complete.
Will there be any examinations or grades?
There will be no examinations or grades for our live online programs.
Certification
I’m interested in the Certificate in Business Excellence (CIBE), how do I get started?
At Columbia Business School Executive Education, you’ll be able to customize a unique learning experience by selecting programs that best interest you and are most suited for your needs. Any completed program, regardless of format (live online, in-person, or online), will count towards the Certificate in Business Excellence.
Which programs qualify for the CIBE?
Any completed executive education program, regardless of format (live-online, in-person, or online), will count towards the Certificate in Business Excellence. Partner programs will also count towards the certificate.
What programs are considered partner programs?
Executive education programs developed and administered with our educational partners, bring the best of our combined knowledge, thought leadership, resources, and expertise. Kindly find a list of our partners here on our partnership page.
What are the costs of the certificate?
There’s no set cost associated with the certificate path since you’re able to customize your learning journey with in-person and online programs (price will vary depending on the program type and length).
Are there any tuition assistance or scholarships?
At Columbia Business School Executive Education, we offer non-degree and non-credit-based professional development programs to the global business community. As our programs are non-degree and non-credit, they do not qualify for financial aid.
How are CIBE credits determined?
Credits for a program are determined by the program duration and total learning hours.
Where do I find information on the credit value for a program?
You will find this information on each program page. Credits range from 0.5 credits – 26 credits per program.
How do I get enrolled in the CIBE?
Your certificate journey will start with your first program, and you have 4 years to complete your CIBE. You may register for any of our executive education programs on each program page. You may enroll using the “View My Application Cart” button, and the application process should take 5-10 minutes.
How do I receive credits?
You are required to fully attend a program and complete all necessary coursework in order to receive CIBE credits. Credits are only awarded after you complete a program.
How do I check the status of my Certificate completion?
Kindly reach out to a Learning Solutions representative for any questions on the status of your CIBE credit count.
Do CIBE credits expire?
Credits are only valid for four years. If you have not completed your CIBE within four years, we will only count non-expired credits towards your CIBE credit total.
Does the Certificate in Business Excellence expire?
Your Certificate in Business Excellence does not expire. Once you become a certificate recipient, you will join the greater alumni community at Columbia Business School.
I’ve reached 18 CIBE credits, what’s next?
Congratulations! You should receive a digital copy of your certificate at the end of your program. If you do not receive a copy from your program manager, kindly contact your Learning Solutions representative or your program manager for next steps.
Will I receive a physical certificate?
Upon completion, you will receive a secure, digital certificate through Accredible. Within the platform you will have the option to print your credential, post it to your LinkedIn feed, or display it on your profile as a certification. Please contact your program manager for the status of your digital certificate.
How do I get access to my alumni benefits?
Once you complete your CIBE, we kindly ask for your patience as we process your alumni credentials. The processing time can take anywhere from 8 to 10 weeks long.
Can I add the Certificate in Business Excellence to LinkedIn?
Yes! We will provide you with instructions on how to add your certificate to your LinkedIn profile after you become a Certificate recipient.
Preferred Pricing and Tuition Benefits for Alumni
Are there preferred pricing options available?
Yes, preferred pricing is available for groups of two or more. To inquire, email execed@gsb.columbia.edu.
As a Columbia Business School alumni am I eligible for tuition benefit?
When you earn a Certificate in Business Excellence you will receive a 25 percent tuition benefit for full-price Executive Education in-person programs lasting three and four days and all full-price online programs. Exclusions apply**
Which programs do not qualify for a 25 percent tuition benefit?
- Columbia Senior Executive Program
- Executive Development Program
- Emerging Leader Development Program
- Finance and Accounting for the Nonfinancial Executive
- High Impact Leadership
- Leading Strategic Growth and Change
- Chief Executive Officer
- Chief Financial Officer
- Chief Marketing Officer
- Chief Investment Officer
- Venture Capital Private Equity
- Executive Program in Management
- Emerging Chief Revenue Officer Program
- Emerging Chief Human Resources Officer Program
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