Duration: 1 Day
Course Overview
Influence: a two-way process causing a change in attitude or behavior on either a personal or group level. We influence regularly on a daily basis with all stakeholders. Getting a change in behavior is one of the most difficult factors to change, but is required to handle change; get both individuals and teams to embrace new courses of direction; work together towards a mutual common goal.
This interactive one-day workshop will help participants learn how to influence and persuade in a variety of areas. It will also provide an opportunity to apply and enhance their influencing skills.
How can I attend my course?
COURSE OBJECTIVES
• Make decisions about using influencing versus manipulation
• Apply the concepts of push and pull when influencing others
• Deal effectively with resistance
• Use win-win approaches to persuade others and create mutually beneficial outcomes
• Assess a range of influencing strategies
• Listen for multiple points of view
Course Content
Understanding influencing
• Influence:
– The Psychology of Persuasion. Utilizing the factors of persuasion:Predictability
– Reciprocation
– Being consistent and committed
– Leveraging social triggers
– Being an authority and developing trust
– Focusing on an individual’s self-interest
Preparing to influence
• Using push (selling) and pull (telling) techniques
• Creating choices for an individual: balancing short versus long term gains
Communicating Confidently
• Using communications to enhance influencing outcomes
• Communicating with confidence, by beginning with the end in mind
• Planning the communications: proactive benefits versus reactive approaches
• Applying positive intent
• Being outcomes focused
Being Aware of Biases
• Judging others based on our filters
• Creating a wider portfolio of outcomes by suspending judgement, and considering all viewpoints
• Focusing not on what we say, but how we say it
• The impact of body language
Leveraging a Range of Influencing Strategies
• Involving others in the decision making process
• Addressing the other person’s concerns
• Trading knowledge, information, through bargaining
• Building relationships to create mutual understanding
• Tailoring a message according to their social style
• Using the circle of influence
• Applying an influence formula to a range of situations