Business Skills Getting results without authority classroom

Do you find yourself having to:

Scope a project with senior managers or directors?
Get resource commitments from senior client managers?
Agree ‘over and above’ commitments from a sub-contractor?
Get decisions from indecisive senior partners or clients?
Overcome objections from a senior stakeholder

What stops us being effective in those situations?

Not knowing how to influence them
Not feeling confident
Not believing we have ‘permission’
Not wanting to ‘upset’ others
Fear of the consequences of getting our approach wrong
Believing we have to manipulate others to get what we want
Not having the skills to negotiate effectively

And many other psychological factors

Course overview

About the course

This course provides the skills and approaches you need to become confident and effective in influencing others to get the results you need in any situation – even if you don’t have authority.

What's covered?

Indicative content:

Personal impact

How do you come across to others? How do you know? (create a multiple-choice exercise)
Personal impact: smile, be friendly, be positive

Understanding influence

10 things that can prevent you being influential
How to avoid those 10 things (techniques and approaches)
Values-based influencing
Positives and pitfalls

Influencing strategies

Establish (or regain) credibility so you can begin to influence people
How to understand and use your influence base to persuade others
Understanding the person you’re trying to influence, and persuade them through give-and-take
Develop and grow relationships within your organisation and beyond
How to create a collaborative work environment for faster, better results
Understand communication differences and adapt to individuals
How to successfully sell your ideas
Your personal strengths and weaknesses in selling ideas
What is a trust-based give-and-take relationship (up, down and across the organisation)?
How to show self-confidence without being pushy
Adapt your style to the person or situation you’re dealing with
Principle of reciprocity

Assertiveness basics

Being persistent but not annoying
- Broken record
- Ask for what you want
- Tone of voice and confidence
Applying good judgement
- Knowing when to switch approaches
- Reading other people’s emotional ‘temperature’
- Knowing when make an approach

Negotiation basics

Preparation is all
Position and interest
Other people’s point of view
Showing/demonstrating empathy
Openness and trustworthiness
Reaching a common goal
Selling your position by providing evidence
Connecting emotionally
Open questions
Clear communication (thinking and editing your thoughts before speaking)
Negotiating/offering time out from negotiating to reflect

Factors affecting influence

Capability
Perceived value and realisation
Perceived cost and risk
Rapport and trust relationships
Being interested in others (for real)

Self-assessment and development

Develop a set of criteria for influencing others
Assess yourself against the criteria
Develop an action plan
Making the change

Duration

1 day

Pre and post workshop exercises can be developed for this course at a small additional cost.