Influencing Skills and Leading Without Direct Authority

Training Objectives

• Understand what is influence, persuasion, power
• Identify behaviours and characteristics of effective influencers
• Identify the different strategies for influencing
• Enhancing trust and cooperation to achieve goals
• Identify Personality Type & communication preferences
• Apply the different productive sources of power
• Define the relationship between power and influence
• Use a range of appropriate influencing styles depending on the circumstances
• Develop nonverbal & preverbal communication skills
• Learn to use body language appropriately
• Identify your own preferred influencing style.
• Communicate in a more persuasive manner with colleagues and individuals from outside your
  organization.
• Develop more effective and creative behaviors for influencing and persuading.
• Explain complicated ideas in a manner which aids understanding and increases the likelihood of success.
• Communicate with increased confidence at meetings.
• Become a more active listener and use enhanced persuasion skills to act as an opinion shaper.
• Learn to listen actively & effectively
• Use appreciative inquiry as a communication tool
• Learn to establish common ground with others
• Use “I” messages
• Learn to adeptly converse and network with others
• Use a range of appropriate influencing styles depending on the circumstances
• Uses knowledge and competency to influence and lead

Module Outlines

Module 1: Introduction to Influencing

• Pre-Assessment: Your influencing & Persuasive Skills
• What is influencing skills?
• Differences between Influence, persuasion, and power
• Influencing Elements
• Influencing Challenges
• Characteristics of effective influencers
• Recognizing types of resistance
• Influencing at different levels

Module 2: Influencing and Communication Dynamics

• What makes an influential communicator
• Exercise: What Is Communication?
• Communication — A Two-Way Process
• What Hinders Clear Communication?
• Identify Personality Type & communication preferences
• Adjusting one’s own communication & influencing approach based on need and situations
• Major strategies in influencing and inspiring others
• Identify barriers to effective communication and how to overcome them
• Effectively utilize tone
• Develop nonverbal & preverbal communication skills

Module 3: Communication as Means of influencing

• John Davies-Star Performing Module
• Application: Communication Techniques
• Learn to establish common ground with others
• Use “I” messages
• Learn to adeptly converse and network with others
  State ideas clearly.
• Gain insight into asking open questions
• Use appreciative inquiry as a communication tool

Module 4: Influencing Tools and Self Awareness

• Expanding the Skill Set
• Influencing Framework
• Guidelines
• Personal Needs and Motivations
• Influencing Major Strategies without authority
• Adaptability in using the right influencing techniques on the right situation.
• Influencing Exercise-Planning and Practice
  Developing Rapport
• Building trust and cooperation with people
• Strengthening work relationships Techniques

Module 5: Influencing and persuasion

• Sources of power and how power is exercised
• Making it personal: dealing with things on a human level
• The science of persuasion – social proofing and reciprocity
• Six ways to make people like you
• The three fundamental techniques of handling people
• Twelve ways to win people to your way of thinking
• Nine ways to change people without giving offence

Module 6: How You Say the massage

• Demonstrate nonverbal behavior that supports the verbal message.
• Demonstrate appropriate interpersonal skills for various contexts.
• Display self-awareness as a communicator and effective influencer
• Overcome resistance by Recognize challenging behavior and dealing with them effectively
• Identify and manage misunderstandings
• Recognize when it is appropriate to speak

Module 7: Positive and Assertive Communication

• Communication style, self-analysis/skills audit/Approach adjustment
• Not saying ‘yes’ when you know you should be saying ‘no’
• Expressing your ideas in an assertive and effective manner
• Contributing at meetings and gaining cooperation from others

Module 8: Persuasive and Influential Communication

• Ensuring your communication is clear, concise and easily understood
• Enhancing your questioning and listening skills
• Persuasive communication – gaining others’ agreement
• Creating a positive impression when dealing with senior colleagues

Module 9: An Introduction to Transactional Analysis (TA)

• Johari’s Window — A Source of Feedback
• The SSBIR of giving feedback Module (EI Module Base)
• An introduction to the TA ego states
• How TA can help us be more persuasive
• Knowing our own ego states, when we are triggered into non-assertive behaviors and by whom

Module 10: Leadership Practices

• Influencing as a foundation of leadership
• Identifying and implementing leadership practices
• Assessing leadership profile
• Uses knowledge to influence and lead
• Strategies for leaders to influence and power
• Influencing Skills Personal Take Out

Customized Learning

Leap To Success is offering a variety of learning options to meet current realities and can be adapted to suit your business needs. These options include variants of online, blended and on-site course formats.

Face To Face Learning

Enabling you to have a face to face interactive and engaging learning experiences led by renowned industry experts and thought leaders with extensive practical experience who will employ a variety of interactive learning techniques, including short high-impact videos, case studies, assessments, role plays, in addition to on-going support.

Virtual Learning Labs

Interactive online learning held in real-time using Zoom and are led by international subject matter experts who incorporate case studies, breakout rooms, guided practice, simulations and discussions to maximise your learning experience.

Methodology and Evaluation

General Methodology:

Similar to any L2S training program, this program offers an interactive learning experience in which will allow the delegates to reflect on their learning through an informative, indulging, and fun classroom experience. The design of the training session focuses on the following attributes.

Concrete Experience: The delegates will learn by doing
Reflective Observation: Reflecting on the newly experienced skill-set
Abstract Conceptualization: Developing deeper understanding to the learned concepts
Active Experimentation: Providing the delegates with realistic tools that can be tested in the real life

Activities Brief

Sinking Ship: (what is communication?)

The sinking ship is highly interactive game that allows the group to experience value based communication. Once completing this activity delegates will be able to know that successful communication needs objectivity. Duration 30 min. Introduced in Module #4

Nuclear War: who should survive?

This activity will help delegates to understand the importance of influencing as means of effective communication. Very interactive game. Duration 40 minutes. Introduced in Module # 2

My Fear

To help participants raise their fears or concerns around issues without feeling pressurized or ‘negative’. Duration 20 minutes. Introduced in module # 5

Role-plays

The delegates will be introduced to a series of simulations and role plays all related to influencing, leadership and communication. The role plays will take place at the last hour of every day and will be use to validate learning outcomes. Total time for role plays is 1 hour.

Assessments

On top of the initial assessment and the summative assessment, the delegates will be able to examine the following self-assessments:
• How strong is their influencing skills?
• Social GRID communication style questionnaire
• Responsive behavior questionnaire