Training Programmes - Communicating Suite
Influencing Skills
Overview
The working environment, with its limited time and resources, demands that each of us maximises the benefits that can be drawn from our relationships with others. This behavioural skills programme gives you the skills and confidence you need to confront, develop and influence peers, associates, managers, customers and direct reports to produce exceptional results with consistency and excellence. This practical course focuses upon those things that we can all do to ensure that our influence is optimised. Drawing inspiration from history and combining it with the very best of modern practice, participants leave with a realistic assessment of what they can and cannot do to influence those around them.
Programme Ideal for
Anybody whose role requires them to obtain the agreement of others in their role. This applies wherever those whose agreement they seek sit in the hierarchy and whether they are internal to the workplace or, perhaps suppliers or customers. The fundamentals apply in all cases and the course explores the practical aspects of employing these fundamentals in the most effective way
Programme deliverables
After attending the course, participants will have the ability to:
On successful completion of this programme, it is expected you will have the tools to be able to:
• Understand and apply the key principles of effective persuasion
• Read other people's communication style, and adapt your own style to build rapport
• Understand and remove the various barriers to effective communication
• Get messages across clearly, concisely and with impact
• Present and defend arguments in a logical and persuasive fashion
• Listen empathetically and, through skilful questioning, get to the heart of issues
• Show and appropriately express recognition and appreciation
• Handle difficult conversations, e.g. disciplinary or corrective interviews with confidence
• Present an effective, positive and persuasive role model to those around you.
Programme Content
Understanding Influence
The principles of influence
What are the best areas to employ our influencing skills?
The benefits of positive versus negative power and influence
Positional power and personal power
The difference between influencing and controlling
Assessing influence styles
Self assessment of influence style
Influencing others – the "how to"
What makes us credible to others? How might this change?
How to display empathy
Weight of argument theory
Attitude – the all important ingredient
A planning process for the application of skills
A decision model for choosing an appropriate influence style
Diagnosing influence situations and formulating an effective approach
A tool kit of influencing techniques
Skills practice to overcome barriers to developing new skills and to analyse blocks.
Assertiveness & Influence
What is assertiveness?
How does it differ from submissiveness and aggressiveness?
Introduction to transactional analysis
The importance of choice
Conflict & Influence
What is conflict?
When is it good and when harmful?
How to defuse crisis situations in a positive way
How does this affect your relationships with others?
Personal Development Plan
Developing an individual action plan for implementation back in the workplace
Additional Information
• Exercises will be DVD taped supported via peer and facilitator coached reviews and feedback.
• Current situations from your workplace will be used for skills practice scenarios
• This programme can be run in house at general, executive, graduate or team level
• A workbook supports this programme