Further Details
Five Days (or in modules)
Course Objective: As a result of the programme participants will:
Ø Have understood and analysed their own methods of influencing people
Ø Have gained an understanding of a range of influence behaviours and their impact
Ø Have identified the benefits of effective influencing for the organisation and for them personally
Ø Have explored how to gain commitment without using position or status
Ø Have practised positive influence behaviours and identified those that they wish to develop further
Ø Have explored the options and choices they have when seeking to influence people
Ø Have identified how they might apply positive influence behaviours to specific work based scenarios
Ø Have learned more about themselves and their personal motivations when working with people
Programme Philosophy
Influencing skills are regarded as vital to the overall effectiveness of organisations. Many people are required to work on projects where line authority is not always present. Now, more than ever, individuals need to be able to persuade colleagues, customers and suppliers using sound arguments rather than status and manipulation. Equally, in such competitive times, individuals need to feel confident in themselves and what they can contribute.
In addition, the ability to work in teams and to build enthusiasm amongst colleagues is essential as demands for flexibility and adaptability increase.
This programme aims to equip managers at all levels with skills that will help them adapt their behaviour to influence positively in different situations they encounter.
Programme Process
The programme presents a challenging experience for participants to discover more about themselves and the impact they have on others and situations. It is designed using a tested and proven process that takes participants from an initial trust building / contracting phase towards application through practice, self-discovery and disclosure and mutual problem solving. The journey of self-discovery incorporates self-assessment, 360° colleague feedback, personal contracting with other group members, practising new skills, consolidation exercises, real influence situations, transfer back to workplace and beyond!
Programme Definition and Principles
The definition of influence underpinning the programme is the use of personal power to impact, effect change or make a difference to a situation while building or maintaining a mutually beneficial and respectful relationship. This power is intangible and largely invisible but when applied through personal assertion or response to others moves the situation forward positively.
A foundational principle in the influence model used in the programme is that a person’s level of self-esteem and personal security has a direct relationship on their ability to influence effectively and from a positive motivation.
Another foundational principle implicit within the model is that individuals are unique in their identity, motives, motivations and personal value systems. The programme does not seek to change these in any way, but rather to encourage people to recognise that these “centres” have a bearing on their thinking, motives and behaviour.
There is an acknowledgement within the model that individuals can influence from a positive and a negative motivation resulting in the demonstration of negative behaviours such as control, avoidance and manipulation.
Programme Content
· Pre-work assessments and logs
· Making sense of the “dark side” of influence
· Exploring the “bright side” of influence
· The “value set” underpinning effective and long lasting influence
· Personal influence profiles
· Assertive behaviour skills including asking for what you want
· Supportive behaviour skills including active listening
· “Fusion” behaviour skills including inspiring people
· Giving and receiving feedback
· Consolidation role-plays and exercises
· Self select learning opportunities
· Exploring personal drivers and motives
· Saying “No” and delivering “bad news”
· Strategic influence in politically charged cultures
· Bringing about change in your culture through influence
· Transfer and application
· The end of the beginning!
Programme Logistics
Participants receive a personal manual that builds into their own “Personal Influence Profile” throughout the programme. Facilitators work with and coach individuals by providing them with additional insights and feedback.
There a number of ways in which the programme can be run. A “full” programme comprises 5 days. Many people are unable to commit to such a length of time away from the workplace so “modularised” workshops can be adapted from the programme to suit individual needs.
Guide price
£1,425.00 for up to 6 delegates (includes all pre-course consultancy) |
