Influence and Persuasion

Objectives
Examine strategies for achieving results through others using the skills of influence and persuasion. Practise and develop the skills of implementing these strategies. Recognise tactics used by others.

Course Content
Influencing Style:
understanding the influence process
preferred influencing style
using influence effectively
assessing personal strengths and weaknesses
assessing your own style
examining current work relationships and identifying problems
building trust
identifying and using your power base.

Communicating Confidently:
communication skills
practising influence strategy chosen
verbal and nonverbal factors.

Bargaining:
planning a strategy
how to analyse, respond, test and conclude the bargaining process.

Joint Problem Solving:
increasing the readiness of others to accept proposals
practising coping with aggression
blocks to the influence situation
seeking differing options.

Being Persuasive:
the use of reason and logic
how to gain commitment
building trusting relationships
making assertive demands
arguing a case appealing to logical or emotional responses
gaining support from others.

Questioning Techniques:
questioning styles
how effective questioning and listening can enhance the influence process.

Interpersonal Techniques:
selecting appropriate techniques to cope with situations ranging from selling ideas to managing conflict
considering approaches for modifying behaviour.

Assertiveness:
how to achieve better understanding without damaging relationships
accommodating behaviour, avoidance and aggression.

Action Plan:
participants plan and discuss what they will do on return to work.