Advanced Influencing and Persuading

At a senior level, the ability to influence and persuade others is essential in order to gain commitment and buy-in to your decisions and objectives. This course is therefore designed to strengthen your ability to influence others to your way of thinking and to support you in delivering impactful change in a business or project environment.

You will discover how you can increase your effectiveness by expanding your self-awareness - understanding the impact of your approach and adapting your style to connect more closely with others. You will also explore a whole range of influencing and persuading strategies you can use across the varying levels within your business, developing the ability to ‘speed read‘ behavior changes in the moment to adapt your approach.

The techniques you learn will help you to build the right level of rapport with your stakeholders, understand how they are thinking and adapt your normal approach to achieve the results you want. 

This course is designed for managers and leaders who wish to take a deeper dive into the psychology of influencing and to learn the skills to be more effective in persuading others.

By the end of this course you will be able to:

• Identify your predominant influencing style and how you can adapt to create stronger connections
• Know the impact of your approach and use this to make better choices
• Identify the principles underpinning successful influencing and which strategies to choose for each individual situation to get better results
• Explain the psychology of persuasion and how to change mindsets
• Describe the value of personal power and positional power and their role in influencing
• Select from a range of persuasion and influencing strategies to manage meetings for more productive outcomes
• Plan bespoke persuasion and influencing strategies to suit the personality and preferences of your stakeholders
• Deal with politics, aggression, ego, resistance and any other difficult behaviors

You will be given access to some digital resources to help prepare for the course and asked to reflect on situations that have gone well in the past and identify a situation where you would like to increase your influence and persuasion in the future. You are required to bring this to the course.

• Identifying your style and personality preferences, and those of others
• Speed read others in the moment
• Adapting your style to build rapport and influence
• Stakeholder analysis and mapping
• Setting SMART goals linked to your personal aspirations
• Identifying sources of power using the French & Ravens Model
• Using mindset analysis and cross-functional mindset analysis
• Robert Cialdini‘s ‘The Psychology of Persuasion‘

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