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