Influencing Skills

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Description

One of the keys to success today is our ability to effectively influence others. Using the techniques that you learn on this workshop will enable you to influence to change the behaviour of others and produce an effective result without the apparent exertion of direct command or power.

Negotiations can take many forms and can be time-consuming and exhausting. Most employees negotiate without having received any formal training and this can lead to the loss of the object of the negotiation or obtaining a result which is less than satisfactory.

Modules/Lessons

Outcomes:

• Detail the factors which impact on your ability to Influence
• List the six principles of Persuasion
• Describe the difference between Influence and Power
• State the five potential outcomes for a Negotiation
• Explain what to consider when planning to Negotiate

Content:

• The Situations we Face – The Four Circles Model
• Leadership is an Influencing process
• The difference between Influence and Power
• The two factors we judge people on
• The Four Elements of Trust
• The Six Principles of Influence
• Knowing your Outcome
• Five Potential Results of a Negotiation
• Want v’s Need
• Walk Away

The Situations we Face – The Four Circles Model

• Understanding how to manage situations we can/can’t control, can/can’t influence and the choices that we have for our behaviour.
• The difference between a reaction and a response

What is Leadership?

• Defining leadership
• Are Influence and Power the same?
• The role played by trust and respect
• The Blanchard ABCD Model of Trust

The Six Principles of Persuasion

• Outlined in ‘Influence – The Psychology of Persuasion’ by Robert Cialdini
• How can we use the principles?
• Knowing Your Outcome – thinking backwards rather than forwards

Negotiation

• What are the five potential outcomes of a negotiation?
• Negotiation and Motivation
• Separating Wants from Needs
• The importance of knowing when to walk away