Management and Leadership

Growing and Flexing Your Influence

• Traditional Classroom: ½-day
• Virtual Instructor-led: One 4-hour session; Two 2-hour sessions; One 3-hour session

Target Audience

Individuals who will benefit from this course include project managers, program managers, business relationship managers, functional managers, leaders, team members, and individual contributors who want to develop their influencing skills to achieve positive results and outcomes.

Learning Objectives

• Describe specific influence approaches and behaviors.
• Apply influencing approaches to real-life scenarios.
• Leverage a five-step model for successfully influencing others.
• Utilize a consultative approach to actively explore the needs of others.
• Sets goals aligned with your function, business unit, and organization.
• Select and practice your influence skills in realistic situations.

Pre-Course Work

• Read: “Persuading the Unpersuadable” Harvard Business Review article (15 minutes)

Course Outline

Influencing Approaches: BRAIN

• Bridging
• Rationalizing
• Asserting
• Inspiring
• Negotiating
• Group Activity: BRAIN Teach-Back

Five-Step Model for Influencing Others

• Prepare Your Approach
• Establish Credibility
• Frame Goals on Common Ground
• Reinforce Your Position
• Anticipate Resistance

Influence Scenario Role-Plays

• Triad Role-Plays: Practicing Influencing Skills

The Importance of Asking... and Listening

• Asking Versus Telling
• Powerful Question Types
• Goal Setting for Influence Discussions

Planning Your Influence

• Influencing Virtually and Through Email
• Using the Influence Planning Form

Summary and Next Steps

MDV1516 Course Code