Duration

2 modules of 180 minutes, as a complete course

Suitable for

Anyone who needs to get their point across in a persuasive way to initiate change, impel action or defuse difficult situations.It is relevant both for managers who want to get their team onside or those who have a specialist, technical or customer-facing role and who need to speak simply and powerfully to reach the hearts and minds of their audience.

Objectives

By the end of the modules you will be able to:

• Recognise the difference between persuasion, influencing and manipulation
• Understand whatpersuasion and influencing style you naturally prefer
• Establish rapportconfidently to enhance personal impact
• Select differentstrategies that you can use to influence situations you encounter
• Adapt your approach toyour audience
• Win others over toyour point of view by focusing on what matters to them •
• Immediately apply theskills you learned into your real life situations

Programme

Module 1: Assessing your Style and Assertiveness Level

Your style – Positive and Assertive

• Identify your own natural style of influencing and communication
• Setting the context for this type of communication within your role
• Traits & behaviours of non- assertive behaviour
• Evaluating yourself against non-assertive behaviour and exploring changes needed
• Getting your ideas across in an assertive and effective way

Aspects of Influential Communication

• How non-verbal language can influence positively and negatively
• Establishing and maintaining rapport through finding common ground
• Your personal communication style – self-analysis/skills audit
• Evaluation of self – What do I do well? What could I do better? Overall how am I doing?

Pre-course – to consider your natural style and assertiveness level

Module 2: Persuasive Behaviours & Situational Management

• Defining persuasiveness and what makes a person a good persuader
• Questioning techniques and active listening skills
• Persuasion tactics to shape others’ opinions and/or gain agreement

Dealing with Typical Situations

• Preparing your argument by developing an persuasive strategy
• Research - know your topic and your facts
• Exploring perceptual positions – coaching exercise
• How to handle sensitive and difficult issues – own examples
• Practice with your peers on your own persuasive situation, prepare, deliver and gain feedback

The Way forward

• Summary, review and taking the new ideas back to your workplace

Pre-course – To consider a work issue which does or has caused you difficulties?

Duration (in days)