Description

Influencing and Persuading with Impact: In-House

Use the psychology of influence to help get your way

We all need to influence and persuade others, but most of us have a limited range of strategies, so we're not effective in certain situations or with certain people.

But this is a skill that can be learnt - an essential skill for anyone in business. This interactive and engaging workshop will give you practical tools and techniques you can use immediately to get others to say &'yes' more often, to buy in to your ideas and to give you commitment.

What's in it for you?

Acquire practical techniques and strategies for influencing with impact

Be able to get the information you need to influence others, through questioning and listening

Increase your awareness of your own behavioural style and how to adapt to others

Boost your confidence in getting buy-in to ideas (and persuading upwards)

Learn how to win people over, maintain trust and make a positive impact when persuading

Be more aware of the impact your persuasion style has and be able to vary it as needed

Everyday influencing

Typical situations

The difference between influencing, persuading and manipulation

How behaving ethically helps foster sustainable working relationships

Rapport and trust

Cialdini's &'6 Weapons of Influence' - the seventh principle

The importance of rapport and connecting with others

Understanding the part non-verbal communication plays in influencing with impact

How trust plays a vital part in influencing others to buy your ideas

Maister's &'trust equation'

Questioning and listening

Understanding what makes the other person tick

How to ensure you're asking the right questions

Effective techniques for identifying needs, motivations and circumstances in others

Listening at a deeper level for emotions, not just facts

Influencing through behavioural styles

Identifying your behavioural style

The importance of self-awareness, self-management and identifying your preferred style of persuasion

Adapting your style to persuade others

Positive intention

Getting others to do what you want

Push or pull?

How to encourage managers to see things from a different perspective

The &'broken record' technique

Assertiveness

Most people fail at influencing due to a lack of confidence and assertion

What is assertiveness?

The differences between assertive, aggressive and submissive behaviour

Identifying different levels of assertion and assertive rights and responsibilities

How to make assertive requests and challenge thinking and suggestions when they're not right

How to say no without appearing difficult

Presenting your ideas to get buy-in

Six effective strategies

Why a fact-based and objective approach, with a structured argument supported by evidence, is central to influencing

How to take a logical structured approach when negotiating

The power of the word &'because' and why it's essential to give reasons

How being specific helps get people to do what you want

Influence as &'selling ideas'

How are you influenced? What makes you say yes? What makes you say no?

Selling the sizzle - turning features into benefits

What motivates people?

Leveraging contrast and choice

Why people like to have choice - but not too much

How to make it easier it is for them to choose

The &'anchoring' technique

Persuading upwards

The challenges of persuading when others have positions of authority or power

Standing your ground - how to be assertive and come across as confident with strong characters

Actions and next steps

Review

Personal action planning

Next steps

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Influencing and Persuading With Impact: In-House

By Maximum Performance

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