• 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