Influencing Skills Workshop

Overview

In today�s team-oriented and loosely structured organizations, it is often a challenge to obtain the agreement and commitment needed to work productively and meet deadlines. This interactive workshop introduces the skills and techniques of effective influencing and refines those skills through extended role playing activities.

Prerequisites

An understanding of communication skills is preferred, such as Communication Skills for IT Professionals workshop.

Audience

IT professionals. This workshop can also be customized for other professionals.
Maximum number of participants: 12

Course duration

2 Days

Classroom Requirements

Room set up as horseshoe and large enough for team activities, or with break-out rooms for team activities. Overhead projector, flipcharts.

Format

Presentation
Written Exercises
Interactive Activities

Objectives

After this course a student should be able to

Define �influencing� and identify factors that affect one�s ability to influence others
Identify the components of effective communication
Describe �rapport� and the different levels at which it can be established
Use effective negotiating techniques

Course outline

Introduction

Introduction
- Housekeeping
- Introductions
- Objectives and Agenda
Defining �influencing�

Communication

Body language
- Reading Body Language
- Personal space
- Cultural Differences
- Using Body Language to Convey Messages
- Using Body Language to Create Rapport
Voice patterns
Words and matching language
- Guidelines
- Matching Language
- Avoiding Overload
Active listening skills
- Techniques for Effective Listening
Representational systems
Objectives in Communication
- Using Negatives to Positive Effect
- Good Communicators

Levels of Rapport

Logical levels and leverage
- Environment
- Behavior
- Capability
- Values and Beliefs

Negotiating Skills

Types of negotiation
Stages of negotiation
- Preparation
- Setting the Scene
- Bargaining
- Close
Ground rules for negotiation
- Follow-through
Resolving conflict
Using questions

Unconscious Thought Patterns

Identifying thought patterns
How they impact on communication

Course Review