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THE POWER OF INFLUENCE

Profitable relationships are the key to any successful enterprise. This program will help you develop the skills necessary to establish and maintain a productive working relationship with both outside clients and among individuals within your organization. This program focuses on the science and practice of persuasive communication skills as it applies to your need to “get your point across” or

“get things done” while maintaining positive relationships. This course relies on lecture, discussion and exercises for practical application of the concepts. Getting people to say “yes” is the backbone of any influence opportunity. This program brings influence research to the real world and introduces a system for planning and executing influence opportunities. The approach focuses on four key factors that increase the likelihood of building consensus in your position. Consideration of these factors before any opportunity arises to influence others allows you to:

  • Connect with others so they are open to your message

  • Look for win/win (more/more) opportunities

  • Acquire the attributes of persuasion

  • Avoid conflicts and confrontations

SEMINAR OUTLINE

    

I.  ASSESSING HUMAN INTERACTION
    A. The keys to influence
    B. Challenges to human behavior
    C. Logic and facts vs. emotional reasoning

II. MANAGING CONFLICT
    A. The positive side of conflict
    B. Develop a positive attitude toward conflict
    C. Handling office politics
    D. Systematic approach to planning for communication opportunities

III. COMMUNICATION BARRIERS
    A. Limit the impact of your point of view
    B. Overcome the bias of others
    C. Learn to open closed minds
    D. Eliminate petty behavior
    E. Gender issues
    F. Other communication issues

IV. DEVELOP A WIN/WIN APPROACH TO PROBLEM SOLVING
    (MANAGING SELF-INTEREST)
    A. Factor in the interests of both sides
    B. Look for win/win opportunities
    C. Learn to make the pie bigger
    D. Manage the impact of self-esteem

V. BECOME A PERSUASIVE MESSENGER
    A. Learn to become more likable
    B. Develop a persuasive attitude
    C. Learn to show more appreciation

VI. AVOID CREATING CONFLICT AND CONFRONTATIONS
    A. You will never prove them wrong
    B. Avoid confrontations
    C. Learning to deal with irrational people
    D. Don’t take things personally

VII. GET CONTROL OF INFORMATION AND MISINFORMATION
    A. Identify the information required
    B. Identify the sources of your assumptions
    C. Test your assumptions
    D. Avoid harmful mental shortcuts

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