Influencing Skills

This course provides a framework for participants to understand how you can best influence your peers, those you lead, and other leaders in your organization – to influence up, down, and sideways

 Learn what motivates different individuals in order to gain agreement, move them to action, or have them support decisions and policies. We’ll explore influencing strategies focused on the motivations and the needs of the individuals as opposed to focusing on the goal of “selling” the policy, request, or decision. Our attention is on the how, less on the what; and ways to best present information based on the individual or audience you are seeking to influence.  

Apply powerful and simple influencing tactics that are highly effective (reciprocity, framing, consistency, commitment, the power of simple visuals, anchoring) using proven, simple tools.

WORKSHOP OVERVIEW

  • Understanding the nature of influence; what is it; is it logical, rational, or something else?

  • Understanding and differentiating between how we influence vs. what we are trying to achieve

  • Testing personal and organizational assumptions, core beliefs, habits, and culture

  • Learn the timeline of influence - the importance of pre-influence and preparation

  • Getting very clear on outcomes and objectives; what is the key objective?

  • Identifying the true needs and motivations of those you seek to influence – what will move them?

  • Understanding and using appropriate style in influence; accommodate vs. assert

  • Applying powerful influencing tools (reciprocity, framing, anchoring, consistency/commitment, social proof, visuals)

  • Using questions to gain information and influence