Course Ref: 39662
Course: Influencing Skills
Course Summary
This course deals with the self-management of mental and emotional processes. It looks at both the impact delegates have on others and offers insights into the behaviour of others. The overall focus is always on ultimate win / wins solutions.
Course Outline
Who will the course benefit?
Anyone in a role where they need to influence rather than manage the decisions of others, for example, internal consultants.
Course Objectives
This course deals with the self-management of mental and emotional processes. It looks at both the impact delegates have on others and offers insights into the behaviour of others. The overall focus is always on ultimate win / wins solutions.
Skills Gained
This course will enable delegates to:
- Establish instant rapport with others.
- Ensure that their outcomes are set with integrity and aimed at win / win solutions.
- Step into the shoes of others in order to obtain a second perspective on an issue.
- Use a perceptual model to provide insights and options.
- Ask effective questions to manage an interaction and establish real meaning.
- Recognize and use the key elements of language peculiar to each individual in order to motivate them.
Prerequisites
Whilst there are no essential pre-requisites for this course, it would be useful to have attended the Managing Continuous Change course.
Course Content
Dovetailing outcomes
How to ensure that an outcome is win / win rather than win / lose, or lose / win.
Influence versus manipulation
What is the difference between influencing and manipulating?
This is very closely linked to well-formed outcomes and looks at using powerful skills with integrity.
Rapport
How to establish instant rapport that will facilitate the mutual search for collaborative results.
Understanding the perspectives of others
Stepping into the shoes of others to better understand their viewpoints and issues.
Picking up clues to these through specific observation skills.
Dealing with contention
Considering a contentious issue from three different perspectives in order to get a multiple description and acquire more options in dealing with the situation and the person.
Advanced questioning skills
“The person who asks the questions has the control”: how to access facts or another’s opinion.
How to uncover the real meaning behind the words.
Influencing language
A model of language that indicates the motivation of others and how to use these patterns of language in order to motivate them.
Where & When
| Location | London-City |
|---|---|
| Start Date | 9 Dec 08 |
| Price (ex. VAT) | £840.00 |
| Venue Info | London - Moorgate Training Centre |
| Residential | No |
| Availability | Spaces |
| Duration | 2 days |
| Delivered As | Venue and on-site |
| Exam Included | No |
| Course Ref | 39662 |
