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What is this course about?

In this course, you learn how to apply influence strategies to gain commitment from others and foster collaboration. You also learn how to dynamically adjust your approach to others to gain buy-in, achieve goals by enhancing trust and cooperation, and deal with challenging behaviours to overcome resistance and inertia in others effectively. Through practise sessions, video simulations, self assessments and role-playing activities, you practise the specific skills, behaviours and attitudes to achieve desired results, without relying on the use of direct authority.

Who will benefit from this course?

Anyone who must interact with others to get the job done effectively will find this course useful. This course is as useful for those who have no specifically defined authority as for those who have others reporting to them.

Managers and professionals at all levels increase their ability to get results from their teams and peers without the use of direct authority. You learn to develop effective working relationships with higher-level managers, co-workers and their direct reports.

This course is also important for individuals who expect to take on management responsibilities in the future. You learn the foundation for managerial effectiveness, gaining influence and leadership skills that can help further your career.

What background do I need?

No special background is required for this course. People from all industries will benefit from this course. All types of organisations-technical and non-technical, private and public, military and civilian, small and large-have sent participants to this course, with dramatic results.

Why is influence important?

Never before have organisations been subjected to so much change and so many market pressures. Unfortunately, along with the hoped-for results, change often brings serious side effects such as organisational chaos, a general climate of distrust, and lowered morale. The very structure of most organisations has been altered radically and permanently.

Individuals need effective interpersonal skills to succeed today. Regardless of the structure of a given organisation, coercive tactics and direct authority are the least effective means of meeting one's goals. Success hinges on the effective use of influence at all organisational levels.

Can you really 'learn' how to influence?

Yes. For one thing, everyone influences others at some level every day. You can learn to do a more effective job at producing desired results. This is not easy; it takes work and practise to strengthen and improve your influence skills. This course provides opportunities for participants to practise using a conceptual model along with practical tools and techniques that have proven successful in a wide variety of situations.

You leave the course with a greater understanding of what makes people susceptible to influence and why. The advice in the course and self-development guide that you take back with you allow you the opportunity to continue developing your influence skills in the future.

How much time is spent on each topic?

How much time is devoted to activities?

Throughout this course, you are immersed in an ongoing simulation that allows you to practise a variety of influence skills, tools and strategies. Approximately 65 percent of the course is spent on activities, which include:

• Uncovering your leadership capabilities
• Assessing your use of influence strategies
• Dealing with resistance effectively
• Identifying different applications of power
• Applying leadership and influence skills in a group setting
• Assessing your political know-how
• Using win-win approaches to persuade others to act
• Building trusting relationships and rapport
• Listening for multiple points of view
• Gaining commitment in challenging situations

Do you discuss dealing with challenging personality types?

Yes. The course devotes a substantial amount of time to the most appropriate approaches and strategies for dealing with challenging behaviours. Organisational politics, which can aggravate one's dealings with difficult people, are also covered at various points throughout the course.

How does this course relate to other Learning Tree courses?

Learning Tree offers other courses in communication, management and planning. The only overlap in content is to the extent necessary for a certain course to introduce skills and techniques that are expanded in another Learning Tree course.

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Storbritannien

USA