Developing Influencing and Persuasion Skills

Managers and other members of an organization who need to improve their influencing and persuasion skills.

Apply influence strategies to gain commitment from others and foster collaboration
Dynamically adjust your approach to others to gain buy-in
Achieve goals by enhancing trust and cooperation
Deal effectively with challenging behaviors to overcome resistance and inertia in others
Use knowledge and competence rather than position and status to influence others
Identify, distinguish between and appropriately use a variety of forms of power and methods of personal influence
Use the power of listening to others people’s values as the basis for influencing others
Understand how to build trust with different styles of people
Solve important communication and motivational challenges

DEFINING INFLUENCE
• Identifying the critical elements
• Building value with others

INFLUENCING STYLES
• Understanding different influencing styles
• The power of positive behaviour and how to replicate it

INFLUENCING DIFFERENT PERSONALITIES
• Four personality types – how to identify them through both positive and negative behaviour patterns, and how to
influence them

INFLUENCING AND PERSUADING AT DIFFERENT LEVELS WITHIN THE ORGANISATION
• Influencing peers and subordinates
• Influencing people in authority/ senior managers

APPLYING INFLUENCE STRATEGIES
• Negotiating for desired results
• Developing your most appropriate strategy
• Avoiding pitfalls and traps

HANDLING RESISTANCE AND CONFLICT
• Why people resist
• Types of resistance
• Strategies & tactics
• Techniques for dealing with the different categories of people you may want to influence

RECOGNIZING MANIPULATION AND TAKING POSITIVE ACTION
• Differentiating manipulation from influence
• Gaining an agreement you can count on

ESTABLISHING AND MAINTAINING TRUST
• Creating trust-based relationships
• Maintaining ethics and integrity

DEVELOPING RAPPORT
• Establishing immediate rapport
• Applying techniques for building rapport

LISTENING FOR MULTIPLE PERSPECTIVES
• Building active-listening habits
• Tuning in rather than tuning out