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Influence Skills: Getting Results without Direct Authority



Course Number



3 Days

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You Will Learn How To

  • Apply influence strategies to gain commitment and foster collaboration
  • Gain buy-in by dynamically adjusting your approach to others
  • Achieve goals by enhancing trust and cooperation
  • Deal effectively with challenging behaviours to overcome resistance and inertia in others
  • Use knowledge and competence to influence others

Course Outline

  • Defining Influence
  • Identifying the three critical elements
  • Building value with others
  • Working with resistance for positive outcomes
  • The Elements of Influence

Five critical factors for influencing others

  • Applying the five factors: capability, perceived value, perceived value realization, perceived cost, perceived risk
  • Using an influence formula to guide your planning

Achieving and maintaining commitment

  • Stating your desired results
  • Going beyond compliance
  • Creating collaboration

Recognizing manipulation and taking positive action

  • Differentiating manipulation from influence
  • Gaining an agreement you can count on
  • Building Your Foundation

Establishing and maintaining trust

  • Creating trust-based relationships
  • Maintaining ethics and integrity

Developing rapport

  • Establishing immediate rapport
  • Applying techniques for building rapport

Listening for multiple perspectives

  • Building active-listening habits
  • Tuning in rather than tuning out
  • Applying Six Major Influence Strategies

Identifying strengths and limitations

  • Leveraging the advantages of each strategy
  • Creating your personal plan
  • Building and expanding your network
  • Negotiating for desired results

Thinking strategically

  • Executing the most appropriate strategy
  • Avoiding pitfalls and traps
  • Expanding Your Power Base

The six types of power

  • Referent
  • Information
  • Expert
  • Legitimate
  • Reward
  • Coercive
  • Extending your personal power

Developing political intelligence

  • Navigating organizational politics
  • Strengthening working relationships
  • Adapting the way politics work according to cultural norms
  • Identifying and applying political strategies effectively

Working with multiple perspectives

  • Transforming resistance and inertia in others
  • Adapting flexibly to influencing situations
  • Practicing Exemplary Leadership

Implementing five leadership practices

  • Modeling the way
  • Inspiring a shared vision
  • Challenging the process
  • Enabling others to act
  • Encouraging the heart

Developing your personal leadership plan

  • Assessing your leadership profile
  • Strategies for cultivating your leadership skills
  • Influencing a paradigm shift in others
  • Dealing with Challenging Behaviors

Recognizing the interplay of perceptions

  • Managing the six challenging behaviors
  • Overcoming the tendency to take things personally

Taking powerful actions

  • Identifying and applying deflection techniques
  • Developing remedies for difficult situations
  • Employing specific strategies for challenging behaviors
  • Converting confrontation into cooperation
  • Overcoming Resistance
  • Recognizing the many forms of resistance
  • Applying the four-step model for agreement
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Convenient Ways to Attend This Instructor-Led Course

Hassle-Free Enrolment: No advance payment required to reserve your seat.
Tuition due 30 days after you attend your course.

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Tuition — Standard: $2745   Government: $2415

Jan 9 - 11 ( 3 Days)
9:00 AM - 4:30 PM EST
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Mar 6 - 8 ( 3 Days)
9:00 AM - 4:30 PM EST
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May 1 - 3 ( 3 Days)
9:00 AM - 4:30 PM EDT
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Jun 12 - 14 ( 3 Days)
9:00 AM - 4:30 PM EDT
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Jul 10 - 12 ( 3 Days)
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Herndon, VA / Online (AnyWare) Herndon, VA / Online (AnyWare) Reserve Your Seat

Sep 4 - 6 ( 3 Days)
9:00 AM - 4:30 PM EDT
Toronto / Online (AnyWare) Toronto / Online (AnyWare) Reserve Your Seat

Oct 30 - Nov 1 ( 3 Days)
9:00 AM - 4:30 PM EDT
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Dec 11 - 13 ( 3 Days)
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Private Team Training

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Course Tuition Includes:

After-Course Instructor Coaching
When you return to work, you are entitled to schedule a free coaching session with your instructor for help and guidance as you apply your new skills.

Free Course Exam
You can take your Learning Tree course exam on the last day of your course or online any time after class.


Training Hours

Standard Course Hours: 9:00 am – 4:30 pm
*Informal discussion with instructor about your projects or areas of special interest: 4:30 pm – 5:30 pm

Enhance Your Credentials with Professional Certification

Learning Tree's comprehensive training and exam preparation guarantees that you will gain the knowledge and confidence to achieve professional certification and advance your career.

Earn 17 PDUs

PMI, the Registered Education Provider logo, PMP, CAPM, PMI-ACP,
and PMBOK are marks of the Project Management Institute, Inc.

“The influence skills course was perfect for my new role. The hands-on activities provided ideas on what motivates people, with specific techniques to appeal to different types of people.”

- A. Prasad, Technology Operations Lead
Kaiser Permanente

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