Whether you are dealing with a boss, colleague, staff member or senior management, your ability to persuade and influence is crucial. As businesses and organisations get more competitive, success increasingly depends on the ability of managers to drive their teams forward.
To get others to do what needs to be done, or how you want it done, simply ordering them around just isn’t going to work. You need to be able to reason, influence, persuade and drive them to action. And in order to do that, you need to first of all, cultivate behaviours that will make people trust you and feel it is in their best interest to follow your lead.
COURSE OBJECTIVE
• Enhance your ability to persuade and influence to achieve the results you want
• Master assertiveness skills and take control of difficult situations
About
In the midst of rising tensions, changes, prickly personalities and stressful situations, it’s not uncommon for managers to find themselves crossing the line between assertive and aggressive behaviour or passive behaviour.
To possess assertiveness means having the ability to tread the fine line between being authoritative without being pushy, gaining collaboration and commitment without coming across as a taskmaster and resolving conflicts or difficult situations without getting personal.
Mastering Persuasion, Influence and Assertiveness is designed for managers who want to get the edge and take their performance to the next level. An practical and hands-on course, you will learn to develop strategies to handle individual and interdepartmental conflicts whilst reaching compromises and achieving win-win solutions for everyone involved.
EIGHT GREAT REASONS TO ATTEND THE COURSE
- Establish credibility and enhance your persuasion and influencing skills
- Successfully sell your ideas and implement change through persuasion techniques
- Gain awareness of your attitude towards yourself and others
- Learn to communicate your opinions and ideas assertively and effectively
- Cultivate effective communication for increased productivity
- Learn to deal with people’s reaction to change
- Understand, develop and restore trust
- Be a more persuasive and influential manager by perfecting the art of achieving win-win outcomes
Outline
Exploring the Area of Need and the Bases for Persuasion and Influence
• Participant objectives for attending
• Why wish to influence and persuade
• Is there a difference between persuading and influencing?
• Implications of compliance and commitment
• Relationships – Exploring issues of short term vs. long term gain
• Attitudes - self/others
Understanding How People Operate and How to Maximise their Full Potential
• Reaction to change – Denial, Confusion, Renewal and Contentment
• Motivation – How can motivation be applied to every action and goal
• Rule of consistency
• Rule of reciprocity
Developing Effective Communication for Increased Productivity
• Why is effective communication as a critical component of a successful operation?
• Understanding the communication process
• Identifying the strengths and weaknesses of different methods of communication
• Developing active listening skills
• Identifying non verbal cues
- When and how to respond to them
Utilising Power to Influence and Persuade
• Understanding the concept and nature of power
• The issue of context
• Sources of power and people’s perspective on decisions
• Harnessing the power to determine your outcome
- Techniques to increase your power
The Importance of Trust
• Understanding the nature of trust
• Dimensions of trustworthy behaviour
• Understanding levels of trust
• How a single trust violation may damage/reduce trust
• How and what to do to restore trust
Harnessing Assertive Communication for Persuading
Understanding the positive and negative dynamics of
• The passive style
• The passive-aggressive style
• The aggressive style
It takes two to tango – Remaining Assertive with a flexible style
• The assertive style
The Process of the Persuasive and Influential Conversation
• Establishing objectives to be achieved
• Planning for success
- Identifying hotspots and critical concerns
• The actual conversation
- Challenging and changing negative and destructive conversations
• Remaining in control
• Setting boundaries
• Reflecting on the outcome
Practical Application – Action Plan
Facilitator
Jan de Zoete
Jan is a clinical psychologist with extensive senior management experience in both the public and private health sectors. He combines his practical knowledge of psychology and management to develop and present programs which meet the changing needs of business.
In-house Training
Sorry, this event currently has no dates scheduled.
