Influencing Skills

Influencing Skills

Course Code : B007

Workshop : Training

Duration : 2 days Training Course

COURSE OUTLINE

Today's leaner, flatter and virtual organizations comprise complex webs of relationships. Managers and professionals are often accountable for projects in which they have no direct authority over many of the contributors. After completing this course, the students should be able to:

· Achieve goals by instilling trust and cooperation

· Convince others to buy into decisions

· Deal effectively with difficult people

· Use knowledge and competence rather than position and status to influence

others.

· Create a climate that promotes commitment

· Improve your ability to overcome resistance and inertia in others

COURSE OBJECTIVES:

This course helps you successfully collaborate with others working at all different levels and functional groups to accomplish your objectives. You focus on the specific skills, behaviors and attitudes that enable you to achieve desired results without relying on the use of authority.

TARGET AUDIENCE

This course is valuable for anyone who relies on influence rather than authority to achieve his or her goals.

 

COURSE CONTENTS

INTRODUCTION AND OVERVIEW

The characteristics of influence

· Influence as opposed to manipulation

· Hierarchical vs. influence relationships

· The power of collaboration

· Influence in a matrix structure

The influence process

· Gaining support from others

· Five critical conditions for influence

· How to avoid disempowering yourself

Your personal influence profile

· Analyzing current working relationships

· How to evaluate your influence strengths

· Identifying areas for improvement

· Knowing who's important to your work and to whom you are important

· Assessing your leadership style

· Evaluating how you influence your coworkers and managers

BUILDING AN INFLUENCE FOUNDATION

Laying the groundwork for expanding your influence

· Learning from movers and shakers

· Conducting systematic self-checks

Empowering yourself and others

· The six types of power

· Using personal vs. positional power

· Inspiring loyalty and commitment

· Sharing power in the interests of organizational goals

· Involving others in decision making

Communicating effectively

· Establishing immediate rapport

· Avoiding common misunderstandings

· Listening skills that increase your influence

· How to decide what you want and ask for it

· Using outcome-based techniques

USING INFLUENCE EFFECTIVELY

Managing change in your organization

· Influence levers: assessing and improving organizational climate

· Implementing changes successfully

Building your power base

· Developing and increasing your power base

· Linking power bases with conditions for influence

Selecting influence strategies

· The six major strategies

· Choosing the most appropriate strategy

· Avoiding influence traps

· How to work with resistance

INSPIRING COOPERATION AND OVERCOMING RESISTANCE

Establishing and maintaining trust

· Building trust-based relationships

· Working with organizational politics

· Maintaining ethics and integrity

· Dealing with multiple perspectives

· Assessing your political savvy

Networking for results

· Building alliances

· Establishing trade relationships with peers and managers

· Developing your networking skills

· Finding networking opportunities

· Identifying and tapping into the informal power structure

· Persuading across organizational boundaries

Obtaining meaningful commitments

· Eight commitment strategies

· Getting commitment from new employees

· Recognizing lack of commitment

APPLYING YOUR INFLUENCE SKILLS

Influence formulas for getting action from others

· The basic influence formula

· The ultimate success formula--when all else fails

Bringing out the best in people

· The "know-it-alls"

· The "passives"

· The "dictators"

· The "yes" people

· The "no" people

· The "complainers"

Practicing leadership

· Winning practices of exemplary leaders

· Developing your leadership profile

· Taking leadership actions where needed

· How to foster a collaborative environment

· Building consensus and followership

· Accomplishing the extraordinary

CONTINUED GROWTH

· Applying your new influence skills back on the job

· Achieving results in real-world situations