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You Will Learn How To
- Apply influence strategies to gain commitment from others and foster collaboration
- Define desired outcomes for win-win results
- Dynamically adjust your approach to others to gain buy-in
- Achieve goals by enhancing trust and cooperation
- Deal effectively with challenging behaviours to overcome resistance and inertia in others
- Use knowledge and competence rather than position and status to influence others
Course Benefits Professionals are often faced with the responsibility of completing a project without having the necessary authority or resources to meet the challenge. Harnessing the skills to effectively influence others can be the difference between success and failure. In this course, through practice sessions, video simulations, self-assessments and role-playing activities, you acquire the specific skills, behaviours and attitudes necessary to achieve desired results without relying on the use of authority.
Who Should Attend Managers, project managers and individual contributors who rely on influence rather than authority to achieve their goals.
RealityPlus™ An ongoing simulation throughout this course offers media-rich experiential activities that allow you to practise a variety of influence skills, tools and strategies. Activities include:
- Uncovering your leadership capabilities
- Assessing your use of influence strategies
- Dealing effectively with resistance
- Identifying different applications of power and typical outcomes through video simulations
- Applying leadership and influence skills in a group setting
- Assessing your political know-how
- Using win-win approaches to persuade others to act
- Building trusting relationships and rapport
- Listening for multiple points of view
- Getting commitment in challenging situations
Course Content Defining Influence
- Identifying the three critical elements
- Building value with others
- Working with resistance for positive outcomes
The Elements of Influence
Five critical factors for influencing others
- Applying the five factors: capability, perceived value, perceived value realisation, perceived cost, perceived risk
- Using an influence formula to guide your planning
Achieving and maintaining commitment
- Stating your desired results
- Going beyond compliance
- Creating collaboration
Recognising manipulation and taking positive action
- Differentiating manipulation from influence
- Gaining an agreement you can count on
Building Your Foundation
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
Applying Six Major Influence Strategies
Identifying strengths and limitations
- Leveraging the advantages of each strategy
- Creating your personal plan
- Building and expanding your network
- Negotiating for desired results
Optimising your personal preference
- Developing your most appropriate strategy
- Avoiding pitfalls and traps
Expanding Your Power Base
The six types of power
- Referent
- Information
- Expert
- Legitimate
- Reward
- Coercive
- Extending your personal power
Developing political know-how
- Navigating organisational politics
- Strengthening working relationships
- Adapting the way politics work according to cultural norms
- Identifying and applying political strategies effectively
Working with multiple perspectives
- Transforming resistance and inertia in others
- Adapting flexibly to influencing situations
Practising Exemplary Leadership
Implementing five leadership practices
- Modelling the way
- Inspiring a shared vision
- Challenging the process
- Enabling others to act
- Encouraging the heart
- Adapting leadership approaches to your situation
Developing your personal leadership plan
- Assessing your leadership profile
- Strategies for cultivating your leadership skills
- Influencing a paradigm shift in others
Dealing with Challenging Behaviours
Recognising the interplay of perceptions
- Managing the six challenging behaviours: always agreeable, cynic, arrogant, whiner, wishy-washy, pushy
- Overcoming the tendency to take things personally
Taking powerful actions
- Identifying and applying deflection techniques
- Developing remedies for difficult situations
- Employing specific strategies for challenging behaviours
- Converting confrontation into cooperation
Overcoming Resistance
- Recognising the many forms of resistance
- Applying the four-step model for agreement
- Achieving results in real-world situations
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PMI R.E.P. logo is a registered mark of the Project Management Institute, Inc. RealityPlus TM is a trademark of Learning Tree International, Inc.
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Course Dates
More Dates and Locations.
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On-Site &
Custom Training
Bring this or any Learning Tree course to your location or have it customised for your organisation.
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Course participants practising influence skills.
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"I liked everything about my Learning Tree Course. I thought the subject was covered in a comprehensive manner that provided me with exactly the skills and knowledge I needed. The activities were closely aligned with the lessons, serving as reinforcements, and the instructor was quite knowledgeable and adept at conveying the material".
– P. Kelly
Booz Allen Hamilton
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