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• Course Details

Practical Influencing Skills and Strategies

The Programme

Day One

09:15	Registration and coffee
09:30	Welcome, introduction and outline of objectives
10:00	Successful and ethical influencing Definition and characteristics of influence Recognising distinct influencing styles Choosing strategies for ethical influencing Skills and competencies for effective influencing
10:45	Coffee
11:00	Power and influence Participants will evaluate their own power and the power of others involved in a personal situation. How are power, position and authority expressed? Key principles of power and influence Evaluating your power bases and planning to boost your personal power
12:00	Making a positive impression and improving your personal impact Participants will brainstorm ways of making a positive first impression and will receive feedback on how to develop their personal impact. How to make a positive first impression Using the 'confidence shield' Using powerful body language and maximising personal presence Rules for making an impact in meetings
13:00	Lunch
13:45	Building rapport Participants will identify how they react and behave in various situations and discover what makes a colleague tick. Speaking your stakeholder's language Using NLP to build rapport Understanding maps of the world
15:15	Coffee
15:30	Listening and asking questions Interactive group exercises will test participants' ability to ask questions and listen effectively. Questioning and listening to check for facts and feelings How to avoid adversarial thinking Acquiring the skills of active listening
16:15	Maximising co-operation and commitment Participants will discuss their opinions of a scenario in a group exercise, aiming to reach a consensus. They will exchange constructive feedback on their influencing techniques and skills.
16:30	Review of day one and objective setting for day two
17:30	End of day one

Day Two

09:15	Registration and coffee
09:30	Review of learning points and exercises from day one and outline of objectives for day two
09:45	Reducing conflict and reaching compromise Participants will work through various contentious scenarios with a partner who has an opposing point of view, with the aim of finding a compromise and reaching an agreement to suit both sides.
11:00	Coffee
11:15	Aiming for 'win-win' Understanding the principles of assertive communication Establishing objectives and asking for what you want How to work through objections, resistance and conflict
12:00	Using proven models of persuasion Participants will develop a script for SPIN - a useful formula for effective persuasion - using a current real life situation.They will practise it and be able to identify their stakeholder's map of the world and choose ways to speak their stakeholder's language. Models of persuasion and how to use them to enhance your influencing style Finding a common language to persuade groups and individuals Recognising how and when to close
12:45	Lunch
13:30	Developing your persuasion skills Participants will work through various practical exercises to further develop their persuasion skills and techniques.
15:00	Coffee
15:15	Putting the principles into practice The trainer will focus on what participants have expressed they want to obtain from the course. This session will involve a final practical exercise and discussion to ensure their real life concerns and challenges are addressed. Preparing a self-development action plan for the future
17:00	End of training course

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