Influence and Persuasion

Influencing Style:

• understanding the influence process
• preferred influencing style
• using influence effectively
• assessing personal strengths and weaknesses
• assessing your own style
• examining current work relationships and identifying problems
• building trust
• identifying and using your power base.

Communicating Confidently:

• communication skills
• practising influence strategy chosen
• verbal and non verbal factors.

Bargaining:

• planning a strategy
• how to analyse, respond, test and conclude the bargaining process

Joint Problem Solving:

• increasing the readiness of others to accept proposals
• practising coping with aggression
• blocks to the influence situation
• seeking differing options

Being Persuasive:

• the use of reason and logic
• how to gain commitment
• building trusting relationships
• making assertive demands
• arguing a case appealing to logical or emotional responses
• gaining support from others

Questioning Techniques:

• questioning styles
• how effective questioning and listening can enhance the influence process

Interpersonal Techniques:

• selecting appropriate techniques to cope with situations ranging from selling ideas to managing conflict
• considering approaches for modifying behaviour

Assertiveness:

• how to achieve better understanding without damaging relationships
• accommodating behaviour, avoidance and aggression

Action Plan:

participants plan and discuss what they will do on return to work.