Positive influencing strategies

This programme will develop capability in influencing others through a resonant, win/win approach that positively impacts on relationships and builds future bonds.

Level

Programme is appropriate for learners at entry, intermediate and advanced levels.

Objectives

To understand influencing and what makes it challenging
To distinguish between push and pull strategies
To develop capability in a range of pull influencing behaviours
To appreciate the importance of self-management
To understand how to influence difficult people
To build confidence through demonstrations & practical application

Process

Your Experiences – Learners to consider people they see as highly influential. Share thoughts on key behaviours ‘to do’ or ‘not to do’.
Understanding Influencing – Mean by influencing. Influencing vs. manipulation. Building credibility as influencer. What makes influencing difficult.

Experiential Exercise – Push vs. Pull – fun, interactive exercise to demonstrate our tendency to either push or pull when influencing others.

Push vs. Pull Strategies – Identify 4 influencing strategies – aggressive, assertive, passive, responsive. Push vs. pull strategies – impact on self and others. Assertive and Responsive as long-term, collaborative, win / win strategies.

Win/Win Influencing Techniques – Identify eight pull influencing techniques – expressing views & opinions, expressing feelings, stating expectations, stating consequences, active listening, exploring, common ground, personal disclosure.

Self-Management – Awareness of the impact of self on others. Influencing begins with self-management first, then influencing others. Managing emotional state – self and others – emotional intelligence (EI).

Behaviour Change – Appreciate how we learn and the difficulties associated with changing one’s behaviour towards behaving more assertively – comfort zones, habit, need for conscious choice through increased self-awareness.

Relationship Management – Relationship as the context for influencing others. Influencing others with a constructive impact on the relationship. Transactional Analysis (TA) – parent, adult, child ego-states.

Communication – Communication at the heart of influencing. 3Vs model of communication – verbal, vocal, visual. Congruent vs. incongruent communication.

Styles & Preferences – Impact of styles / preferences. Self-assessment – doer, actor, friend, thinker. My effect on others / other’s effect on me. Flexing approach to match the styles of others.

Power & Authority – Mean by power. Power and authority. Identify six sources of power – reward, legitimate, coercive, expert, referent, information. Enabling power and authority in self and others.

Influencing Difficult People – Identify what learners consider to be difficult people / situations. Clarify the impact on self – become emotional – flight, fight, freeze. Three-fold strategy – managing self, managing person, managing task.

Practical Application – Live demonstrations model behaviours / techniques. Practice learning through a variety of simulations.

Options

Programme can be adapted as a 1 or 2 day workshop for approx. 8 to 10 learners, with 1 or 2 facilitators, with the possibility of using professional role players.

For more information about our training services please call us on 0800 072 9844 or email us.