1

Negotiating With Influence & Persuasion

2

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

3

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

4

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

5

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?

6

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

7

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

8

Leading The WayAs You Watch The Video

Please Take Note To The Five Points Of Negotiating With

Influence & Persuasion

9

Video Presentation

10

Time For A Break

11

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

12

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

13

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

14

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

15

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

16

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

17

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

18

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

19

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

20

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

21

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

22

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

23

Influence & Persuasion Tips

Leading The Way

Five Step Process

Powerful Questions

Building Relationships

Gaining Commitment

Assigning Responsibilities

24

25

What Questions

Do You Have?