Professional Development

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Influence For Results

May 6, 2015

December 2, 2015
9 am - 4 pm; 6 PDU; $499; Baldwin Wallace, Berea

Instructor: Sue Russell

Expanding our influence, encouraging cooperation, and bringing about successful results-oriented interactions are vital skills in the managerial arena. Organizations are flatter, leaner and more project-driven than ever before, often requiring us to negotiate resources and get work done through associates who are not our direct reports. This group includes our bosses, project sponsors, co-workers, and project team members. Being skilled at planning and using effective persuasion strategies to influence conversations is crucial.

All course participants will receive a copy of Allan Cohen’s and David Bradford’s classic work, Influence without Authority.

Learning Objectives:

  • Plan an appropriate influencing strategy for  one of your own real-life business situations
  • Tailor your approach toward others for more successful interactions
  • Use communication and relationship-building skills effectively in the influence process
  • Understand persuasion strategies and techniques
  • Determine how to present your point of view in a way that enlists the support of others
Target Audience: Managers, team leaders, and supervisors who strive to be more effective managing the performance and interactive behavior of others.

Course Outline:
  • Plan for Influencing
  • Identify real-life situation
  • Understand the people you are trying to influence
  • Identify what others need and what is of value to them
  • Plan your strategy
Build Relations and Develop Communication Skills

Use questions to gain insight and draw out other people’s ideas and points of view

  • Focus on other people through active listening
  • Present own position in a logical and compelling way
Learn Persuasion and Exchange Strategies
  • Law of reciprocity
  • Currencies of exchange
  • Sources of power
  • Creating a win/win exchange
Practice Influencing
  • Practice real-life influencing situation or use a case study situation
  • Receive feedback from a peer


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