Through practice sessions, video simulations and role-playing activities, you acquire the specific skills, behaviors and attitudes necessary to achieve desired results without relying on the use of authority. You also learn to enhance your listening skills to avoid common misunderstandings.

• Apply influence strategies to gain commitment and foster collaboration
• Dynamically adjust your approach to others to gain buy-in
• Achieve goals by enhancing trust and cooperation
• Deal effectively with challenging behaviors to overcome resistance and inertia in others
• Use knowledge and competence to influence others

Managers, project managers and individual contributors who rely on influence rather than authority to achieve their goals.

Defining Influence

• Identifying the three critical elements
• Building value with others
• Working with resistance for positive outcomes

The Elements of Influence

Five critical factors for influencing others

• Applying the five factors: capability, perceived value, perceived value realization, perceived cost, perceived risk
• Using an influence formula to guide your planning

Achieving and maintaining commitment

• Stating your desired results
• Going beyond compliance
• Creating collaboration

Recognizing manipulation and taking positive action

• Differentiating manipulation from influence
• Gaining an agreement you can count on

Building Your Foundation

Establishing and maintaining trust

• Creating trust-based relationships
• Maintaining ethics and integrity

Developing rapport

• Establishing immediate rapport
• Applying techniques for building rapport

Listening for multiple perspectives

• Building active-listening habits
• Tuning in rather than tuning out

Applying Six Major Influence Strategies

Identifying strengths and limitations

• Leveraging the advantages of each strategy
• Creating your personal plan
• Building and expanding your network
• Negotiating for desired results

Thinking strategically

• Executing the most appropriate strategy
• Avoiding pitfalls and traps

Expanding Your Power Base

The six types of power

• Referent
• Information
• Expert
• Legitimate
• Reward
• Coercive
• Extending your personal power

Developing political intelligence

• Navigating organizational politics
• Strengthening working relationships
• Adapting the way politics work according to cultural norms
• Identifying and applying political strategies effectively

Working with multiple perspectives

• Transforming resistance and inertia in others
• Adapting flexibly to influencing situations

Practicing Exemplary Leadership

Implementing five leadership practices

• Modeling the way
• Inspiring a shared vision
• Challenging the process
• Enabling others to act
• Encouraging the heart

Developing your personal leadership plan

• Assessing your leadership profile
• Strategies for cultivating your leadership skills
• Influencing a paradigm shift in others

Dealing with Challenging Behaviors

Recognizing the interplay of perceptions

• Managing the six challenging behaviors
• Overcoming the tendency to take things personally

Taking powerful actions

• Identifying and applying deflection techniques
• Developing remedies for difficult situations
• Employing specific strategies for challenging behaviors
• Converting confrontation into cooperation

Overcoming Resistance

• Recognizing the many forms of resistance

A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation

This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session