Objectives

Upon completion of this course, participants will be able to:

• Differentiate between manipulation, power, and ethical influence.
• Conduct a thorough stakeholder analysis to map motivations, interests, and power dynamics.
• Apply the six core principles of influence (e.g., reciprocity, social proof) in professional settings.
• Build and maintain credibility and trust as a non-authority thought leader.
• Tailor communication style and message to persuade diverse audiences effectively.
• Develop and execute a strategic plan to gain buy-in for a key project or initiative.
• Address resistance and objections constructively without resorting to command-and-control tactics.
• Leverage informal networks to expand reach and impact across the organisation.

Target Audience

• Project and Program Managers leading cross-functional teams without direct reports.
• Individual Contributors (ICs) who need to collaborate with and influence other departments.
• Technical Experts and Consultants seeking buy-in for their recommendations.
• Future Leaders preparing for increased responsibility and strategic roles.
• Anyone working in a matrix or flat organisational structure.
• Sales and Relationship Managers negotiating internally for resources.

• Role-playing scenarios based on Cialdini's principles.
• Case studies involving successful and failed organisational influence efforts.
• Stakeholder mapping and analysis group activities.
• Individual development of a strategic influence action plan.
• Group discussions and ethical debates on manipulation vs. influence.

Unit 1: The Foundations of Ethical Influence

• Distinguishing between power, manipulation, and authentic influence.
• Understanding influence as a two-way process built on trust and respect.
• Self-assessment: Identifying your current influencing strengths and weaknesses.
• The importance of ethical consideration in all acts of persuasion.

• The three pillars of influence: Competence, Character, and Connection.
• Strategies for demonstrating expertise and reliability to peers and leaders.
• Leveraging personal brand and reputation to increase persuasive power.
• Techniques for recovering credibility after a setback or mistake.

Unit 2: Understanding Your Audience and the Context

• Mapping key stakeholders: identifying allies, opponents, and neutrals.
• Uncovering motivations, fears, and the "What's In It For Me" (WIIFM) factor.
• Analyzing the organisational landscape and unwritten rules of engagement.
• Using emotional intelligence to read the room and adapt your approach.

• Crafting a compelling narrative that resonates with different stakeholder groups.
• Framing your proposal to align with high-level organisational priorities.
• Determining the most effective channel and timing for your persuasive communication.
• Practising the 'connect before you correct' principle.

Unit 3: The Psychology of Persuasion

• Applying Reciprocity: The give and take of professional relationships.
• Utilizing Commitment and Consistency: Getting small commitments first.
• Leveraging Social Proof: Showcasing testimonials and peer examples.
• Understanding the power of Liking, Authority, and Scarcity ethically.

• Identifying the root causes of resistance (e.g., fear of change, lack of understanding).
• Active listening to objections and validating concerns respectfully.
• Techniques for reframing opposition into opportunities for collaboration.
• Knowing when to persist, when to compromise, and when to pivot.

Unit 4: Strategic Influence Planning

• Breaking down a major objective into a series of manageable influence steps.
• Identifying necessary informal and formal checkpoints for success.
• Creating a coalition of support among key influencers and early adopters.
• Measuring the success of influence efforts and adapting the strategy iteratively.

• The difference between transactional and strategic relationship building.
• Strategies for identifying and cultivating internal and external mentors and sponsors.
• Techniques for maintaining and leveraging a diverse professional network.
• The importance of giving value before asking for something.

Unit 5: Application and Integration

• Participants present a current, real-world influence challenge.
• Group work to apply influence principles and develop strategic action plans.
• Role-playing scenarios to practice delivering a persuasive pitch to a tough audience.
• Commitment setting: Documenting the next steps for applying influence skills.