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Influence Skills: Getting Results without Direct Authority

Success and managerial effectiveness hinges on the use of influence at all levels of an organisation. With this training course, you will leverage practical tools and techniques to apply influence strategies, gain commitment from others, foster collaboration, and acquire the specific competencies, behaviours, and attitudes necessary to achieve desired results without relying on the use of authority.

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Learning Objectives

You Will Learn How To

  • Apply influence strategies to gain commitment and foster collaboration
  • Gain buy-in by dynamically adjusting your approach to others
  • Achieve goals by enhancing trust and cooperation
  • Deal effectively with challenging behaviours to overcome resistance and inertia in others
  • Use knowledge and competence to influence others

Course Content

Course Outline

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

Thinking strategically

  • Executing the 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 intelligence

  • 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

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
  • 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

Exams & Certification

Earn 17 PDUs

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