Course Outline
Diagnostic Alignment & The Influencing Behaviour Model
- Reviewing personalized 360-degree survey outcomes to identify behavioral blind spots
- Aligning individual influence patterns with the core influencing behaviour model
- Identifying gaps between current habits and situational requirements
- Workshop: Converting diagnostic insights into a targeted personal influence growth plan
Presentation Mastery for Strategic Impact
- Crafting persuasive narratives that facilitate executive decision-making
- Enhancing vocal presence, pacing, and non-verbal cues to project credibility and authority
- Developing high-impact pitches that transform interest into firm commitment
- Lab: Presenting a 5-minute persuasive pitch with live peer feedback and facilitator guidance
Interpersonal Dynamics & Resilient Response Patterns
- Understanding psychological triggers, emotional intelligence, and adaptive behaviors under pressure
- Managing skepticism, resistance, and conflict while maintaining psychological safety
- Expanding influence networks across hierarchical and cross-functional boundaries
- Activity: Engaging in structured role-play scenarios that demand adaptive communication and emotional regulation
Team Collaboration & High-Performing Dynamics
- Unifying diverse personalities, working styles, and priorities toward common goals
- Facilitating consensus while preserving individual accountability and autonomy
- Establishing influence-driven team norms, feedback mechanisms, and collaborative practices
- Workshop: Developing a team influence charter and collaboration playbook for sustained performance
Negotiation & Contracting Strategy
- Contrasting principle-based negotiation with positional bargaining in complex deal scenarios
- Mastering value creation, anchoring, concession strategies, and risk distribution
- Implementing pricing strategies, managing scope, and securing advantageous terms amidst uncertainty
- Lab: Participating in a guided negotiation simulation followed by debrief, strategy analysis, and behavioral adjustment
Organizational Value, Scaling & Sustainable Change
- Linking influence behaviors to tangible outcomes such as revenue growth, cost efficiency, and shareholder value
- Translating personal influence into cross-functional leadership and executive sponsorship
- Monitoring behavioral adoption, tracking progress, and sustaining continuous development
- Capstone: Creating a personalized action plan with accountability frameworks, resource allocation, and post-program support options
- Open Q&A, course conclusion, and certification/attendance documentation
Requirements
• Participants must complete a 48-question online 360-degree survey. This process includes self-assessment and input from up to seven others, offering a comprehensive view of current influence behaviors. Note that responses are not anonymous. • The results from this survey are integrated with the Influencing Behaviour Model utilized within the programme and are reviewed during the course sessions.
Testimonials (3)
I liked the all the information provided, knowledge and experience sharing.
Mike Silva - Hewlett-Packard Centro de Servicios Globales, S. de R.L. de C.V.
Course - Influence in Action
I would like to have one more practice/exercise of negotiation and not only one.
Susana Michel - Hewlett-Packard Centro de Servicios Globales, S. de R.L. de C.V.
Course - Influence in Action
the pace, the information provided. the way it as taught with theory and practice cases, handouts, exercises, etc.