This class was well worth the time. I can’t wait to try some of the techniques.

Lucent Technologies

Influence and the Art of Persuasion

Objective: To teach you how to present your ideas and vision in ways that make people want to sign on and follow your leadership. You learn how to identify and deal with resistance and present a positive approach that helps people listen and buy into your ideas.

Program Outline:

Understanding Other People's Stances
• Analyzing your listener's needs
• Putting yourself in the listener's shoes
• Anticipating likely concerns and resistance

Developing An Approach
• Planning and preparation
• Defining your purpose
• Bridging to your listener(s)
• Determining your destination

Organizing Ideas To Move Towards Your Destination
Using Decker Format:
• Target and order ideas
• Developing immediate interest
• Stimulating thinking
• Staying on track with minimal need of notes
• Beginning and ending with maximum impact

Influencing Through Delivery
• Gaining immediate rapport
• Connecting through eye and emotional contact
• Connecting through language and humor
• Reading and responding to non-verbal cues
• Developing optimal speaking rate, pitch, and tone
• Accenting ideas through vocal variety and pauses
• Ensuring articulation and projection
• Avoiding distracting mannerisms, "ah's, um's"

Dealing With Obstacles Such As People Who Are:
• Holding deeply entrenched views
• Apathetic, unresponsive
• Angry or upset with you or your organization

Fielding Questions
• Developing concise, salient responses
• Defusing hostility
• Handling divisive, controversial issues
• Responding when you simply do not know

Follow-Up To Maintain Gains
• Evaluating continued progress and growth
• Creating an action plan to build on your gains