Influencing Skills

In-Company Course Overview

The working environment, with its limited time and resources, demands that each of us maximises the benefits that can be drawn from our relationships with others.

This practical management training course focuses upon those things that we can all do to ensure that our influence is optimised. Drawing inspiration from history and combining it with the very best of modern practice, participants leave with a realistic assessment of what they can and cannot do to influence those around them.

Who Should Attend

This course will benefit anybody whose role requires them to obtain the agreement of others. This applies wherever those whose agreement they seek sit in the hierarchy and whether they are internal to the workplace or, perhaps suppliers or customers. The fundamentals apply in all cases and the course explores the practical aspects of employing these fundamentals in the most effective way.

Course Objectives

After attending the course, participants will have the ability to:

  • Describe the three steps that are fundamental to influencing others positively
  • Calculate what for them, makes them credible in the eyes of others
  • Display empathy with the concerns of those with whom they come into contact
  • Present an argument in the way most likely to achieve success
  • Explore the factors that drive the behaviour of others
  • Improve assertiveness skills in a variety of situations
  • Manage their body language in a way that reduces possible conflict
  • Handle conflict confidently and professionally.

Course Programme

What Is Influence?
What do we mean by ‘influencing’?
What are the degrees of influence that we can expect to exercise?
What are the best areas to employ our influencing skills?
Who are those that we most need to influence?
The difference between influencing and controlling

How Can We Influence Others?
Socrates and his exploration of the art of rhetoric
What makes us credible to others? How might this change?
The importance of displaying empathy
The disadvantages of failing to establish rapport
What place has logic in influencing?
Weight of Argument theory
Attitude – the all important ingredient
How do our personal motivators and experiences influence the way that we come across to others?

What is assertiveness?
How does it differ from submissiveness and aggressiveness?
Introduction to Transactional Analysis
The importance of choice
Fantasy states versus reality states
The ‘trigger – response – results’ model

What is conflict?
When is it good and when harmful?
The VAT model of conflict assessment
The use of the brain when dealing with conflict situations
How to defuse crisis situations in a positive way
How does this affect your relationships with others?

Personal Development Plan
Developing an individual action plan for implementation back in the workplace

To discuss how this management training course could help you ensure your influence is optimised or to talk through your requirements, including tailoring this course to suit your exact needs, please contact:

Claudine McClean