Influencing without Authority

What you'll learn:

Planning Your Influence Strategy

• The difference between influence, persuasion, power and manipulation
• Different ways to influence – credibility vs. logic vs. emotion
• Utilising Cialdini's principles of persuasion
• What do you wish to achieve? – outcome, relationship, costs, benefits, concessions
• Targeting your communication to the recipient
• Understanding their values and beliefs – matching and creating alignment
• Identifying the benefits to them – selecting the right type of information
• Preparing for any objections – thinking and feeling
• Disarming objections by pre-empting them
• Timing is everything – look for the signs
• Establishing rapport with the recipien
• Make it about them rather than you
• Delivering persuasive and compelling messages

Increasing Assertiveness

• Recognising why people are not assertive
• Directness of communication and consideration for others
• Open aggression, concealed aggression, passiveness and assertiveness
• The difference between assertiveness and aggressiveness with clients
• Building assertiveness: using the ASERT process
• Analysing the Situation – dealing with emotions and perceptions
• Stating Your Position – using the right words
• Evaluating Nonverbal Behaviours – yours and theirs
• Receiving Feedback – responding positively
• Testing for Understanding – moving the relationship forward
• Understanding how it feels to be assertive
• How to give people information that they don't want to hear
• Communicating more directly and with greater confidence

Delivery format

• 3-hour interactive Zoom workshop – join details provided upon registration
• Participants need access to PC/Laptop with speakers, microphone and webcam