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 WHO
IS THE COURSE SUITABLE FOR :
Any manager or staff
member where the success of their job role is dependent upon gaining
assistance/commitment from others. This course would suit anyone who
has generally confident and assertive style who feels they would like to
learn new tips and hints to increase their influence on situations and people.
AIMS AND
OBJECTIVES
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Understand what influencing skills are within
the work context and why they are so important |
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Be able to analyse situations, identifying power
relationships and employ a range of techniques to address this |
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Be able to identify barriers to thinking and
overcome obstacles |
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Understand the importance of creative thinking
and principles of negotiations to bring about satisfactory outcomes |
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Analyse their own preferred influencing styles
and likely strengths and weaknesses |
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Be able to employ a range of influencing
techniques, gaining confidence and better results from people and situations. |
CONTENT
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What is influencing ?
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What is influencing and what does it mean within the work
context? |
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Where and when do we as individuals influence? |
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Who do we influence |
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What are the key factors and behaviours used in influencing (BECKS
model) |
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Applying and reviewing
strategies
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Opening - the importance of making a good start |
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How to use body language and verbal communication to best effect |
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Effective questioning techniques and getting your points across |
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Standing your ground (WIIFM approach) |
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Body language and projecting yourself |
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What to avoid |
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Closing and confirming outputs
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What affects strategies
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Situations, people, needs and power |
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Power and personalities – redressing the balance |
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Developing Strategies
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What is your personality and preferred style |
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Assertive
Persuasion and being positive |
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Rewards and recognition |
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Lateral thinking and selling the benefits |
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Gaining commitment
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Objective Setting
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Deciding on an objective |
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The importance of planning the approach (plan-meet-commit) |
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Defining outcomes |
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Personal Development Action
Planning
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Delegates to suggest action points for improvements in their
influencing approach and style |
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METHOD
OF DELIVERY
The course will address a variety of case study
situations where individuals are required to buy in to projects and/or where
support of others is required for various reasons. The
course will be practically based, with theoretical input being demonstrated
through exercises and activities. A mixture of group
and individual work will be included to keep the course interactive and
stimulating with time for reflection and constructive feedback.
The course will culminate in a personal development action plan in which
delegates will identify areas to work on and will contract with themselves to
bring about improvements within specified time periods.
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