The Managing Up The Organization Workshop gives participants the interpersonal skills and communication techniques to effectively interact and engage senior managers.

During the workshop participants learn how to work with senior managers to ensure the senior manager accepts their recommendations, supports their initiatives, and provides the necessary resources to deliver business results.

The workshop covers key areas of effective communication, including building rapport with senior managers, gathering adequate insight to deliver on a manger's specific expectations, and delivering a message in a way that gains buy-in and support for projects and ideas.

Session Outline

By completing this workshop, participants will:

  • Build successful business relationships with senior management
  • Communicate effectively with those above them in the organization
  • Create unique strategies to influence senior management
  • Understand the importance of adapting their communication style based on the manager, the topic, and the situation
  • Push back and deal with resistance in a professional manner

Core topics

  • Managing Up The Organization
  • Understanding My Senior Managers
  • Adapting My Style
  • Being Persuasive
  • Creating Value Driven Solutions
  • Pushing Back
  • Dealing with Resistance
  • Influencing Difficult Managers
Who should attend?

Junior to middle level managers or individual contributors who manage communications with direct managers.


8:45 AM

15 mins

Arrival and Registration

9 AM

30 mins

• Welcome
• Workshop objectives
• Today’s Agenda
• Housekeeping
• Introductions / Icebreaker

9:30 AM

20 mins

Managing Up the Organization
• Small Group Discussion:
o What are the challenges of managing up the organization?
o How does managing up the organization differ from managing across, outside and down the organization?
• What do senior managers/VPs expect of you (tangible/intangible)?
• Qualities to Succeed: Credible, Compatible, Capable, and Coherent
• Building Your Case Study

9:50 AM

55 mins

Role Play
• 5 minutes to prepare
• 5 minutes to present
• 10 minutes review & feedback

10:45 AM

15 mins

Coffee Break

11 AM

30 mins

Credible: Making the Right Impact
• Video: 50 Lessons – You Can’t Talk Your Way…
• What are 3 words you would like executives to use to describe you?
• How are these impressions formed?
• 5 observable attributes
• Case Study Discussion

11:30 AM

30 mins

Compatible: Adapting Your Style
• Behaviours & characteristics of business styles
• Chart participants’ styles
• Identifying a person’s style
• Chart stakeholders’ styles
• Adapting to the Individual
• Case Study Discussion

12 PM

90 mins

Lunch Break

1:30 PM

45 mins

Capable: Adding Value
• Adding Value to Senior Management (Shareholder, Customer, Employee)
• Exercise: Adding Value
• Case Study Discussion
• Communicating the Value: statement, value, evidence
• Identifying the Value / Evidence
• Case Study Discussion

2:15 PM

45 mins

Coherent: Being Clear and Structured/Logical
• Identify the ‘3 Things’
• Structuring your message
• Facilitator’s example
• Practice Presentation (2 – 3 minutes per person)
• Review & Debrief

3 PM

15 mins

Coffee Break

3:15 PM

45 mins

Managing Q&A
• 4 Steps When Responding to Questions: Listen, Acknowledge, Repeat, Respond
• If you know the answer: Tips & Hints
• If you don’t know the answer: Tips & Hints
• Exercise: Asking & Answering Questions

4 PM

75 mins

Role-Play or Presentation: Project Update
• 5 minutes to prepare
• 5 minutes to present
• 10 minutes review & feedback

5:15 PM

5:30 PM

End of Day Wrap-Up
• End of Day Discussion
• Continuous Improvement / Action Planning
• Evaluation forms

Refreshments will be served during the coffee break for the attendees. Lunch at a nearby restaurant is also included with the ticket price.



A prepayment is required when choosing 'Members only price' or 'Standard Price'.

Member Ticket
Member Price RMB 2,650
Member Company Employee Ticket
RMB 3,650
Non-Member Ticket
RMB 4,650


  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.