Why Impact and Influence skills are so essential these days?
With fast paced business and dispersion of tasks and responsibilities within the matrix organization operating in most cases in different locations and time zones, business results have become more and more a function of the persuasion skills and effective communication. Project leaders with no line authority over their members need to constantly get their support to meet deadlines.
What are the sources of power and persuasion?
How could team and project leaders adapt their influencing styles to different cultures?
Learning Objectives
- To explain what is influence and understand why influencing is necessary to be an effective professional
- To adapt their influencing style to different cultures.
- To use the DPI framework to maximise influence.
- To achieve influence using different sources of power and persuasion strategies.
- To influence difficult conversations using the 3 key skills of Advocacy, Inquiry and Acknowledgment.
The workshop is divided into 4 parts as follows:
Part 1: WHY – Importance of Influencing Skills and Challenges when Leading an Influence Conversation.In this module through facilitated discussion, the participants will discuss “Why does a successful professional need to exert influence?” Supported by a role play shown in a video, they should be able to realize “What is an effective conversation leading to greater impact and influence?” They will also be led by the facilitator to a self-reflection on what are the hardest topics or issues on which you have to influence at work and what are the most challenging behaviors you encounter from those people whom you are trying to influence. This module also discusses the Kubler Ross Grief Cycle and look at possible reasons for resistance.
Part 2: WHO – Influencing Across Cultures . In this module, the following topics will be covered: Communication Styles (Directvs. Indirect) ; Acceptance of Risk (Risk-Taking vs. Risk-Avoiding); Power Distribution (Shared vs. Concentrated) and Sharing Ideas (Fact vs. Thanking Emphasis). By the end of the module, the participants will understand the impact of culture on how people expect us to communicate, take initiatives, interact with them and present our ideas.
Part 3: HOW - The 3 Golden Skills of Advocacy, Inquiry and Acknowledgement (© Vantage Partners). In this module, the participants watch a movie of a difficult conversation. They will also be introduced to the 3 golden communication skills and
Learn the importance of balancing Advocacy with Inquiry and Acknowledgement to improve difficult influence conversations. The module revisits of an effective influence role play and learn to re-craft the case by applying the 3 golden skills.
Part 4: HOW – The DPI Framework. In this module, the participants will learn a practical framework to achieve better influence (already from the preparation stage onwards) and Understand what levers one has when exerting influence. Finally, the sources of power and persuasion strategies will be discussed.
Terms & Conditions
Events have limited seating so to ensure your attendance we encourage advance online registration and payment for ALL events. We cannot guarantee entry to anyone not registered in advance.
All our events are held in English and are off-the-record unless otherwise stated.
Cancellation Policy
If you cannot attend an event for which you have registered, please cancel your registration no later than one business day prior to the event. If you fail to notify us of your cancellation in a timely fashion, you will be charged for event costs.
To cancel you can: 1) email at hyyou@europeanchamber.com.cn, or 2) cancel online if you registered for the event through the website
