Influencing in Global Organizations

"Influencing Colleagues Across Organizational Units & Mindsets" is a 1.5- or 2-day training event developed by GROVEWELL. 

Our program meets the need for training that builds influencing skills that are genuinely global and matrix-savvy.  By "genuinely global" we mean "directly addressing cultural differences across business-unit, corporate, and national mindsets."

This program is based on the six-step process model of business authorities Allen R. Cohen & David L. Bradford as elaborated in Influence Without Authority, 2nd Ed. (JosseyBass, 2005).

Access our cornerstone explanation of global leadership training. Or access basic contractual and fee-related details.

The Learn More button will bring a swift response from managing partner Cornelius Grove.

Learning / Performance Objectives

  • to identify ways for participants to enter an influencing situation prepared to gain the respect of, identify options for reciprocity with, and collaborate effectively with colleagues or counterparts whom they would like to influence.
  • to better enable participants to become aware of their own misperceptions, prejudices, and other barriers that can hinder one's attainment of the first objective.
  • to learn how to attain both objectives above across a variety of boundaries such as the values, work styles, goals, and mindsets of different teams, hierarchical levels, business functions, operating companies, and national & ethnic cultures.

Course Outline

Day 1. Working in a Global Environment: The Intercultural Component

The first day's work focuses on the intercultural perspective as applied in the world of global business; it is a prerequisite for attendance of Day 2.  Day 1 may be a half-day in duration.  Day 1 ends with a homework assignment for participants, individually and in teams, in preparation for Day 2.

Day 2.  Influencing Colleagues Across Organizational Units & Mindsets

This full day of learning and practice is structured according to the six-step Cohen/Bradford model:

  1. Assume All Are Potential Allies
  2. Clarify Your Goals and Priorities
  3. Diagnose the World of the Other Person
  4. Identify Relevant Currencies, Theirs & Yours
  5. Deal with Relationships
  6. Influence Through Give & Take

Emphasis is placed on Steps 3, 4, and 5, which involve skillbuilding.  Step 6 is a skill-application exercise of at least an hour's duration, based on participants' influencing challenges.

GROVEWELL's Influencing Colleagues program was one of the few trainings that had a real impact on the day-to-day interactions we have and the tasks we need to accomplish at work as well as in our personal lives.  Excellent trainer, excellent insight into the various aspects of working multinationally in matrix organizations, very valuable personal input to all the people who attended.

Georgia Lazana, European Information Technology Director, Cordis EMEA


Learn more about our course on GLOBAL LEADERSHIP ESSENTIALS.
It's GROVEWELL's 2- or 3-day hit-the-ground-running course for corporate leaders with little global experience.




  • Clients arrange for our global leadership training services by means of either a formal contracting processes or an informal agreement. We adapt to each client’s requirements. We do not require an elaborate contract.
  • Our fees are largely determined by the number of trainers and the duration of the training. (We do not charge on a per-participant basis.) For a half-day or less of on-client-site leadership training, we charge 75% of our full day rate.
  • Additional fees might apply in some cases, such as for development, customization, or materials design. Any expenses – trainer travel, materials shipping, etc. – are passed on to our client at cost.
  • We authorize training to occur after we receive verification from our client that our invoices will be honored. Usually, verification occurs by means of a Purchase Order number.
  • For details, contact managing partner Cornelius Grove using the Learn More button, or phone him at +1-718-492-1896.