Influencing for Results

Overview
People spend most of their time trying to influence others - their staff, colleagues, managers, clients, suppliers, and others both inside and outside the organisation. They are trying to improve staff performance, manage a project, resolve conflict, motivate, give clarity and direction, sell their ideas, negotiate for limited resources, communicate with people from different backgrounds and cultures, gain commitment. Their own job performance is dependent on the work of others, who may not work directly with or for them, and may even be located in a different part of the world. Top performers in this environment are able to use their influence strategically by analysing situations and choosing the most appropriate and effective approach from a range of options, rather than rely on using just one approach all of the time.

Who Should Attend?
All managers, leaders, team members and professionals who rely on others to achieve results, especially where the lines of communication are not matched by lines of authority.

Course Objectives

After the workshop, participants will be able to:

• Have a positive impact in influencing and negotiating situations
• Coach themselves and others in expanding their range of influence skills
• Plan for influence and negotiation situations using a detailed planning guide
• Adapt their style to suit the preference of the other party
• Choose - and use - an appropriate strategy based on the desired end result
• Deal with complex situations involving multi-party, multi-cultural and remote working
  

Focus

Self Assessment
Prior to the course participants collect data from their manager, colleagues and friends using a 360° assessment tool. On the first day of the course they continue their self assessment using analysis of a real-life simulation and trough trainer and peer feedback.
Style flexibility
Participants explore a range of influencing skills by experimenting with four different approaches that influence people in four different ways. They learn how to plan for an influence situation by using a comprehensive planning guide to help diagnose situations and select the most appropriate style.
Skill development
Intensive and focused practise blending current skills and new skills by using a wide range of self-chosen learning resources including exercises, tapes, role plays, cases, articles, and books, self-directed by participants to meet their personal learning goals.
Application
Participants apply their learnings to a real-life, critical influence situation by planning and rehearsing it on videotape, with coaching from colleagues and trainers.