Positive Influencing and Persuasion Skills

This workshop is designed for people who want to increase their impact on others without straining relationships, to get more of the outcomes they want and reduce the number of results they don’t want. Participants will review basic communication skills, and learn more advanced skills, focusing on persuasion and negotiating techniques. There will be plenty of in-class practice to raise participants’ proficiency and confidence in using their newly-acquired skills back on the job.

Duration: 1 Day

Objectives

• Assess their personal influencing strengths and vulnerabilities
• Recognize the sources of their personal power
• Use techniques for increased impact, given their organizational culture
• Be proficient in basic communication techniques such as active listening
• Gain outcomes they seek, using assertiveness and negotiating skills
• Persuade others more compellingly toward their point of view
• Prepare properly for encounters where they want to influence the outcome

Outline

• Introduction to Positive Persuasion and Influencing
  • Workshop roles and goals
  • Participant expectations
  • General definitions of power, influence, authority and persuasion
• Assessing our Personal Power
  • Inventory of personal influence
  • Positive politics in the workplace
  • Sources of influence
  • Is our workplace a power culture?
• Basic Communication Skills
  • Assessing the interpersonal climate
  • Nonverbal influencing
  • Four styles of communicating
  • Asking the right questions at the right time
  • Active listening skills
  • Checking perceptions and assumptions
  • Mental models
  • Managing emotions through language
• Advanced Communication Skills
  • Assertiveness skills
  • Negotiating to positive agreements
  • Managing interpersonal conflict
  • Using provisional language
• Persuasional Skills
  • Reading nonverbal cues
  • The importance of intent
  • Developing rapport
  • Blend and redirect
  • Neurolinguistic programming
  • Using logic to persuade
  • Paradigm shifts
  • Ego and hot buttons
  • Using the parent-adult-child model
  • Persuasional words to use
  • Does the sale process begin with the first “No”?
  • Using our intuition
• Preparing to Persuade
  • Force Field Analysis
  • Gap Analysis
  • Logos, Ethos, Pathos techniques
  • Using SWOT as a preparational tool
  • Knowledge is power
• Personal Action Plan, Review and Course Closure

ON-TRACK Corporate Training has a diverse and flexible schedule that can be customized to your needs. We offer group courses (both public and corporate), one-on-one training, virtual (on-line) classroom (Zoom etc.) and on-site training options. We also have easily accessible on-line training videos on OnTrackTV.