This course is provided by Wintrac.
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Overview
In today’s team-oriented and loosely structured organizations, it is often a challenge to obtain the agreement and commitment needed to work productively and meet deadlines. This interactive workshop introduces the skills and techniques of effective influencing and refines those skills through extended role playing activities.
Prerequisites
An understanding of communication skills is preferred, such as Communication Skills for IT Professionals workshop.
Audience
IT professionals. This workshop can also be customized for other professionals.
Maximum number of participants: 12
Course duration
2 Days
Classroom Requirements
Room set up as horseshoe and large enough for team activities, or with break-out rooms for team activities. Overhead projector, flipcharts.
Format
- Presentation
- Written Exercises
- Interactive Activities
Objectives
After this course a student should be able to
- Define “influencing” and identify factors that affect one’s ability to influence others
- Identify the components of effective communication
- Describe “rapport” and the different levels at which it can be established
- Use effective negotiating techniques
Course outline
- Introduction
-
Introduction
- Housekeeping
- Introductions
- Objectives and Agenda
- Defining “influencing”
- Communication
- Body language
- Reading Body Language
- Personal space
- Cultural Differences
- Using Body Language to Convey Messages
- Using Body Language to Create Rapport
- Voice patterns
- Words and matching language
- Guidelines
- Matching Language
- Avoiding Overload
- Active listening skills
- Techniques for Effective Listening
- Representational systems
- Objectives in Communication
- Using Negatives to Positive Effect
- Good Communicators
- Levels of Rapport
- Logical levels and leverage
- Environment
- Behavior
- Capability
- Values and Beliefs
- Negotiating Skills
- Types of negotiation
- Stages of negotiation
- Preparation
- Setting the Scene
- Bargaining
- Close
- Ground rules for negotiation
- Resolving conflict
- Using questions
- Unconscious Thought Patterns
- Identifying thought patterns
- How they impact on communication
- Course Review
