Influence Skills: Getting Results without Direct Authority

• Identifying the three critical elements
• Building value with others
• Working with resistance for positive outcomes

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

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

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

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

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

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

• Recognizing the many forms of resistance
• Applying the four-step model for agreement