Course Outline

This two day course gives you the practical skills and tools to gain the co-operation of others and bring then around to your way of thinking without manipulating them. It will boost your effectiveness, confidence and professional impact.

By the end of this course you will be able to:

• Influence other people positively and confidently
• Assess your current approaches, replacing those that reduce influencing effectiveness with ones that will enhance it
• Rapidly determine how to influence someone by understanding their reasoning
• Remain calm and professional in the face of manipulation
• Understand and apply a range of subconscious influencing techniques
• Influence the decisions made in meetings enhancing your professional credibility as you do so

Course Objectives

The programme will cover the following:

• Indentifying who you need to influence and what you need to achieve
• Triggers, responses and ‘foot-shooting' behaviours
• Why manipulative influencing will backfire on you
• The power of deep probing; why it doesn't come naturally
• The persuasive funnel and why it works
• Making your ideas attractive
• How to encourage others to shift their perceptual position
• How to spot, and respond positively to others' manipulative tactics
• The power of subconscious influencing; techniques you can use in a variety of situations
• How to influence decisions in meetings
• The big problem with implementing ‘soft skills' learning.

Further Details

Terry Gillen works independently as a consultant trainer and author specialising in subjects that improve people's performance, relationships and well being at work. He is a Chartered Fellow of, Registered Trainer with, the CIPD.