Training

Influencing

Target Audience:Employees and managers of all levels whose job involves active interaction with others (marketing, PR, customer service, etc.).Duration:2 days, 14 hoursProvider:Центр развития деловых навыков (CBSD/Thunderbird Russia) Venue:CBSD training center: Butyrskaya str., 77, 10 floorLanguage:RussianCoach:Olga Vyatkina
Olga VyatkinaOlga Vyatkina

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Training objectives and advantages
Course goal: To develop influence-focused communication and persuasion skills, expand resistance to unwanted manipulation to improve employee performance.

Participants will…
• Learn techniques for effectively influencing internal and external business partners
• Be able to identify a partner’s personality type (DISC typology) and select corresponding interaction methods
• Understand how to persuade others on the basis of their personal needs, values and interests
• Train tools of effective resistance to aggressive and manipulative influencing

Training program
Module 1. Influencing in the communication process
• The nature of influencing.
• The main principles of influencing
• The reasons to resist to external influencing
• Position and personality features as a source of influence

Module 2. Influencing psychology. Individual characteristics consideration during the influencing process
• Thomas System (DISC)- four personality types
• Self-assessment – how to consider own individual characteristics during influencing process;
• Analyzing your own personality type – opportunities and risks
• How to consider psychological personality peculiarities of each type in the process of influencing.
• Communication with each type: how to select the most effective approach?

Module 3. Needs and interests of others as a basis for influencing. How to persuade others considering their interests and needs?
• Personal values, needs and interests. Working with a partner’s interests
• Stakeholders map.
• Methods for argument and counter-argument
• Interpersonal work relationship as an influencing factor

Module 4. Influencing in complicated and emotionally-dyed situations
• Influencing in a group: structure of a convincing presentation
• Influencing in a group: objections and resistance
• Constructive behavior in emotionally-dyed situations
• Non-verbal aspects of influencing and assertive behavior

Methodology of training delivery
Participants will learn necessary influencing skills and methods through role playing, discussions, participation in video-sessions and constructive feedback from their colleagues.