Influencing Skills

Introduction

Effective influencing skill is a critical skill in today’s working environment. We are expected to communicate and influence our colleagues, supervisors, clients, customers and all of our many stakeholders. To do this, participants need to understand the strategies and techniques that are essential for effective interpersonal and influencing skill to develop relationships with, and persuade, others. Being able to influence and persuade allows you to reach your goals. Many situations arise where you need to influence the behaviour or attitudes of managers, superiors, colleagues, customers, clients, suppliers and subordinates. Often, you either do not have or do not wish to use position power relying on authority alone. You have to rely on persuading others through influencing, assertiveness, and empowering skills. At the end of the programme participants will be able to discover their personal needs, strengths and weaknesses, understand people in greater depth and learn how to persuade and influence people in any situation.

Learning Objectives

At the end of the programme participants will be able to:

Gain insight into personal behaviour and understand how our personality and work behavior influences our ability to persuade and influence others
Understand the interpersonal skills needed for persuasive influencing
Influence through delivering effective feedback
Complete a behaviour analysis and understand their influencing style
Determine how our social skills and interactions determine our ability to influence and persuade others
Understand how to be assertive but not aggressive or passive
Develop the skill to influence people across the different generations
Develop assertive influencing skills with all stakeholders including your boss
Empower people to succeed

Module	Description	Activities
Module 1 Persuasive Influencing – How Our Personality and Work Behaviours Influence Our Relationships	1.1 : Understanding Human Relationships What is Personality Where Does Personality Come From Is Personality Fixed Differences Between Personality and Work Behaviour Measuring Personal Traits	The Big Five Locator Personality Test
Module 2 The Interpersonal Skills Needed for Persuasive Influencing	2.1 : The Importance of Perception in the Process of Influencing Main Factors of Perception Problems of Perception	The Princess and the Frog, Test your Powers of Perception – Inference Exercise, Perception Circle, Check Your Assumptions
	2.2 Verbal Communication A Model of the Communication Process Rich and Poor Channels of Communication Causes of Communication Failure Barriers to Communication How to Overcome Communication Barriers	Activities Memo from the CEO, One-Way or Two-Way Communication – a Three Round Exercise, Communication Style Assessment
	2.3 Non Verbal Communication Body Language and its Significance	Mini-lecture

	2.4 : Listening Skills Active versus Passive Listening – The Fourteen Key Steps of Active Listening Cool Tips for Active Listening Listening Habits of Effective Communicators	Listening Skills – Self – Assessment, Following Instructions, Listening Skills Test, Listening Skills – a Practical Demonstration
Module 3 Communicate and Influence Others By Being on the Same Wavelength	Flexing Communication by Being on the Same Wavelength	Understand Your Communicating Style
Module 4 Influencing through Effective Feedback	Johari Window Soliciting Feedback Giving and Receiving Constructive Feedback Establishing Credibility B.E.E.R Formula	Team Exercise – Giving Constructive Feedback
Module 5 Understanding and Discovering Our Own Behaviour and How We Persuade and Influence Others	Personal Style Inventory Understand Yourself and How You Persuade and Influence How Different Personalities May See Each Other How Strengths Taken to Extremes Become Weakness	Personal Style Inventory
Module 6 What Influencing Style is Most Effective	Understanding How You Influence Others	Self Assessment The Psychology of Influencing – Video

Module 7 How Our Social Skills and Interactions Determine Our Ability to Influence Others	7.1: Components of EQ Self Awareness Self Regulation Motivation Empathy Social skill The Power of Our Emotions – Common Emotional Hijacks – Amygdala Hijack	Self Assessment – What’s your EQ at work
	7.2 : Using Emotional Intelligence to Improve Persuasive Influencing – Summary Guidelines for best practice of EI at workplace Ten habits of high EI peopleTips for developing EI
Module 8 How to Win Cooperation and Influence Others	Promoter Facilitator Analytical Controller	What Quadrant are You?
Module 9 The Need to be Assertive Not Aggressive	Responding Versus Reacting Beware Conflict Triggers Make us React Not Respond The Differences Between Aggressive, Assertive and Passive Behaviour	Determine Appropriate Behaviours in Different Situations

Module 10 Influencing People Across the Different Generations	The Four Generations in the Workforce Differences in Values, Attitudes and Works Styles Managing and Communicating With the Different Generations Sending Different Messages	Mini-lecture
Module 11 Influencing Others Around us	11.1 : Influencing Your Boss Understanding Your Boss What Your Boss Wants Managing the Relationship Checklist of Do’s and Don’ts for Enabling Successful Results With all Bosses	Mini-lecture and group activities
Module 11 Influencing Others Around us	11.2 : Useful Tips for Influencing Others Strategies to Persuade and Influence
Module 12 Empowering People to Succeed	What is Empowerment and Why it Works The Ten Steps to Empowerment Empowerment in Practice	Mini-lecture
Create an Action Plan	What have I Learnt About Myself What do I need to Reinforce What do I need to Develop Preparing an Action Plan
Review, Evaluation and Close
Methodology	This programme will be highly exponential in nature with short presentations, group discussions and presentation, practical exercises, self-awareness questionnaires, sharing of real life personal experiences and the opportunity for reflection

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