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Influence Skills

Objectives in training in influencing skills

Better understand the concept and dimensions of influence
Become aware of the elements of influential behaviour
Consider how these elements can be used to enhance one's own influence
Choose some of the attributes of influence and to develop them in normal workplace circumstances, including when
  • There is indifference or opposition to the objectives we need to accomplish
  • Communicating in both written and verbal form. This includes

- Framing and re-framing
- Giving feedback
- Having difficult conversations
- Debriefing themselves and others
- Managing clients through the change process (and grief cycle)
- Dealing with negativity in many forms
- Dealing with negativity in many forms

Developing personal strategies to become more influential in the longer term and particularly
  • Becoming more proactive in their relationships with their clients
  • Understanding power and its abuse
To become more effective within the organisation. Appreciating that effectiveness is more than having the right technical approaches

Material prepared to be highly relevant to client situation and delivered experientially using the principles of Action Learning and Adult Learning. All participants prepare action plans for implementation of their selected strategies and actions after the workshop.

For internal and external consultants

- we don't have any power but we may have some influence
- in fact, influence is all we have

Relevant to anyone who works with others .!

1. Understanding influence - the big picture - then focusing in on your situation

  • The concept
  • The basics - rapport, body language, conversation
  • Influential writers on influence - Aristotle, Carnegie, Maister, Cialdini
  • Positive communication
  • Attributes of influential people
  • Self-awareness, Emotional intelligence
  • Power vs Influence

    - sources of power
    - extent and limits of each
    - use and abuse

  • Identifying and managing the politics on internal consulting
  • My immediate 'sphere of influence'
  • Moving from the technician to the Trusted Advisor

2. Practical applications - using influencing skills in specific circumstances

  • Cialdini's 'weapons of compliance'
  • Framing
  • Managing relationships

    (a) Characteristics of relationships & building trust
    (b) Your relationship maintenance program

  • Setting and clarifying client expectations
  • Client meetings - key features
  • 'Tricky situations'
  • Tactics:

    (a) Settings: time and place, environment
    (b) Body language
    (c) Verbal language: what to say, what not to say

  • Assessing client / audience perspectives
  • Preparing for persuasion

3. Difficult Conversations

  • Delivering and receiving feedback
  • Managing de-briefing - self and group
  • In the context of the grief cycle

    - delivering bad news
    - dealing with complaints
    - dealing with 'difficult people'
    - managing the change process
    - dealing with resistance


Contact Consultant Training Australia

For a discussion on your requirements, please contact Ian Benjamin at Consultant Training Australia.
Telephone: 03 9593 1678 (1800 266 266 outside Vic) or 0419 593 167

National 03 9593 1678  Mobile 0419 593 167 International +61 3 9593 1678 info@consultanttraining.com.au
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