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Negotiating With Influence & Persuasion
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Course Outline What Is Influence Or Persuasion Why Do We Need To Influence Benefits Of Influence / Persuasion The Five Steps Toward Persuasion Application Planning Wrap Up Debrief
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Course ObjectivesAfter This Session, You Will Be Able To…
Influence People To Initiate Changes
Persuade People To See Our Point Of View
Effectively Use Influence To Improve And Supporting Existing Relationships
Effectively Use Persuasion To Accomplish The Goals Of The Organization
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What Is Influence?Influence And Persuasion Are The Abilities To Move People Toward Specific Business Outcomes
Effective Leaders Must Be Able To Influence Others In A Variety Of Ways In Order To Meet Company Objectives
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Examples Of Influence
In Your Table Groups
Discuss The Following
What Types Of Areas Would You Like To Influence Among
Your Reports, Peers Or Mangers?
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Why We Need To Influence
In Your Table Groups
Discuss The Reasons Why You Would Need To Influence
Others
Be Prepared To Report Out To The Group
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Influencing Others Activity
Pair Up With A Partner
Influence Your Partner Using The Suggestions On Page #5
Be Prepared To Report Out To The Group
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Leading The WayAs You Watch The Video
Please Take Note To The Five Points Of Negotiating With
Influence & Persuasion
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Video Presentation
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Time For A Break
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Influence Process Steps1. Clearly Define Your Objective
2. Build Your Case
3. Make Your Case
4. Ask For Commitment To Action
5. Agree To An Action Plan
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Define Your ObjectiveStep #1 – Clearly Define Your Objective Know What You Trying To Influence
Exactly what are you trying to change
Know Who You Are Trying To Influence Who are your critical stakeholders
Know Why You Are Trying To Influence Why are you trying to influence them
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Challenges You Face
Discuss Some Examples Of Situations You Face That Require Your Influence Or
Persuasion
Complete Step One On Page #8
Clearly Define Your Objective
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Build Your CaseStep #2 – Build Your Case Customize Your Message To Individual
Choose points of interest to them
Package Your Message To The Individual People respond to different interests
Use A Visual Presentation Get the message to stick in their mind
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Build Your CaseHow Will You Build Your Case
How Will You Customize And Package Your Message
Complete Step Two On Page #10
Build Your Case
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Make Your CaseStep #3 – Make Your Case State Your Thoughts And Feelings
Be straight forward in your thoughts
Explain What You Want Others To Do Exactly what you want them to do
Use Powerful Questions Use Open, Closed, Provocative
Questions
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Make Your CaseHow Will You Make Your Case
What Are Your Thoughts
What Do You Need Others To Do
Complete Step Three On Page #12
Make Your Case
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Ask For CommitmentStep #4 – Ask For Commitment To Action
Steer People’s Choices
Assess the readiness of the stakeholder
Confirm And Close Sense agreement and ask for commitment
Seek And Develop You might need to help people along
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Ask For Commitment
How Will You Ask For Commitment
How Will You Steer And Guide People’s Choices
Complete Step Four On Page #14
Ask For Commitment
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Agree To An Action PlanStep #5 – Agree To Action Plan Develop A Progress Tracking Method
Measure progress as you move forward
Ensure Everyone Knows Responsibilities Assign tasks and responsibilities
Determine Time Lines Follow through until completion
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Agree To An Action PlanWhat Will Your Action Plan Be
What Are The Responsibilities
How Will Others Know What To Do
Complete Step Five On Page #16
Agree To An Action Plan
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Influence Process Steps1. Clearly Define Your Objective
2. Build Your Case
3. Make Your Case
4. Ask For Commitment To Action
5. Agree To An Action Plan
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Influence & Persuasion Tips
Leading The Way
Five Step Process
Powerful Questions
Building Relationships
Gaining Commitment
Assigning Responsibilities
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What Questions
Do You Have?