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 Duration 14 hours

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.

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