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Description

Cooperating in Complex Situations: Managing Without Authority, Negotiating and Deciding Together

Securing cooperation from people you do not manage when interests and priorities diverge

  • 3 days — 21 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Cross-functional projects, matrix organisations, external partners: a growing share of a manager's work takes place with people they do not manage. Decisions are made collectively, each party has different priorities, and commitments made in meetings do not always translate into action.

Three days to work on cooperation with multiple stakeholders: analysing the underlying logics at play, securing commitments without hierarchical authority, building workable agreements, addressing lasting disagreements and organising collective decision-making. The situations examined are brought by the participants themselves.

Learning objectives

  • Map the stakeholders in a cross-functional situation and their interests
  • Secure commitment from a counterpart over whom you have no authority
  • Conduct an internal negotiation through to a workable agreement
  • Address a persistent disagreement between two entities
  • Organise a collective decision and record the associated responsibilities

What makes this programme different

Participants' own cross-functional situations provide the material for the role-play exercises
A stakeholder map is built for each case examined
Agreements reached during the session are set down in writing and then reviewed by the group

Programme

1Reading the Stakeholder Landscape

Identifying the logics at play

  • Mapping stakeholders and their influence
  • Identifying each party's interests and constraints
  • Distinguishing the stated position from the real need
  • Assessing your own room for manoeuvre

2Influencing Without Authority

Securing commitment other than through hierarchy

  • Choosing your supporters and channels within the organisation
  • Building a case aligned with the other party's priorities
  • Asking for a precise commitment with a deadline
  • Following up with a counterpart who does not honour commitments

3Negotiating Workable Agreements

Finding solutions that hold on both sides

  • Preparing an internal negotiation and setting your limits
  • Exploring solutions that address shared interests
  • Formalising the agreement and its implementation conditions
  • Planning how to handle deviations from the agreement

4Addressing Disagreements

Breaking deadlocks between entities

  • Identifying the real source of the deadlock
  • Conducting a difficult conversation without breaking the relationship
  • Escalating for arbitration at the right level
  • Rebuilding the relationship after open conflict

5Deciding Collectively

Clarifying who decides what

  • Choosing the decision-making mode suited to the stakes
  • Running a decision meeting involving several stakeholders
  • Recording decisions and those accountable for implementation
  • Monitoring the implementation of decisions over time

Who is it for

Managers, project leaders and cross-functional heads required to work with people who do not report to them.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.