What’s the Challenge?
Charles Darwin once wrote, “It is not the strongest of the species, nor the most intelligent that survives, but rather the one that is most adaptable to change.” In today’s challenging and fast paced business environment, success is built upon our ability to inspire and influence others and build secure, sustainable relationships – fast. The ultimate success in creating or rebuilding that type of business relationship rests in implementing a systematic framework to achieve one’s influencing objectives.
- Shift from gaining compliance to commitment in interactions.
- Develop and practice a variety of influence behaviors which have been identified as key
- Establish clear and powerful influence goals
Core Modules Include
Pre-session: A brief online assessment of influence style/ability and program goals and a short 3 page pre-reading.
Elements of Influence: Our workshop starts with a brief introduction and interactive activity for goal setting, followed by our first benchmark influence simulation. This is followed by a debrief that incorporates the latest Asia-based research on the key elements of positive influence: push and pull, as well as the results of their influence assessments. Barriers to influence are discussed and decoded.
Understanding How to Push: This session dives into the first of two influence themes: push, which is made up of rationalizing (the use of logic) and assertiveness (as opposed to passivity or aggression). Participants will get the chance to try on clear techniques for applying push skills to a second simulation. We’ll take away tools for utilizing positive push with an audience to put forward an idea without bullying, as well as the ability to analyze when it is best to use push.
Learning How to Pull: Our next module switches to the second theme of influence: pull, which is made up of bridging (demonstrating empathy through questioning and summarizing) as well as inspiring (creating a shared vision of the way ahead). Participants will get to see and practice using pull to build rapport and gain commitment, rather than just moving into avoidance. These skills will be combined with push in a final simulation. We’ll cover tools for utilizing powerful pull with an audience to draw out obstacles and build bridges to a common way ahead.
- Personal influence style assessment
- Upward, lateral, and downward case simulations with recording and feedback
- Influence strategy planning
- Stakeholder mapping and assessment
- Push and Pull technique practice
Advanced Stakeholder Analysis: For more complex internal and external influence scenarios it is often a good idea to learn techniques for mapping out an sequencing stakeholder interests in order to navigate the sometimes treacherous waters of corporate politics.
Intercultural Influence: When influencing across cultures what differences exist? How do we need to adapt our own style in the face of changing cultural mores and demographic shifts? This modules taps into the latest findings on influence use and changes in Asia (which is seeing drastic cultural shifts) and covers practical ways to best build trust in complex cultural environments.
Upward, Downward, & Lateral- changing approaches to suit all situations:Not all influence is equal, and no one size fits all approach will every gain long term traction. This module deals with the differences in approaches within position based influence, and how yo best assert in all scenarios without causing relationship decay.
Developing charismatic presence (body language and voice): This sessions dives into the power of presence- analyzing the problems we cross culturally as well as individually with body language and voice, and how we can each strategically work on improving ourselves to better connect the delivery of our conversational style to the power of our message.
Assertive Speaking: How can we avoid being passive in conversations, without becoming aggressive? For people to work together well it is necessary to have positive assertive communication, a skillset that can be learned with the proper application of interactive techniques.
WANT TO KNOW MORE?
Download our 2015 training brochure here.
Training is available to be delivered in a variety of lengths and for different group size and ability levels. It is differentiated industry by industry, as well as customized with specialized case studies to meet the unique needs of each organization. For information on formats see a brief overview here, or get in touch with us at email@example.com. We’re happy to tailor our programs to your specific needs!
If you're looking for books, articles, and other websites on this topic please check out our free Research & Resources section.
Additional 1221 Consulting programs that compliment and expand on our influence training (.5-2 days).
Powerful Speaking™: How well one speaks and organizes their message, as well as how one delivers that message with charismatic presence, has a great impact on the overall effectiveness of influence. This course trains participants on both prepared and impromptu persuasion settings.
Insightful Selling™: How do we go beyond simple relationship/consultative based selling and establish ourselves as trusted advisors providing real insights? This course extends influence skills learned in Conversational Influence™ with an interactive sales focus.
Trust-Based Negotiations™: One of the most common uses of better conversational influence is within internal and external negotiations. This workshop covers a systematic framework for getting past psychological framing issues and competitive biases we bring with us to the table, and replaces them with powerful deal expanding integrative bargaining techniques.