• Agile Alliance
  • Business Relationship Management Professional
  • Scrum Alliance

Learning Modes

The Influencing class was jam packed with great information and tools for relationship building and assessing your stakeholders. For me, this class is similar to when I took purchasing classes AFTER I had developed a new purchasing department and been in purchasing for many years. Last week I received the, SO THAT IS HOW IT'S SUPPOSED TO WORK!, education and hope to implement it in my projects. Thanks very much. - SM, Large Energy Industry Company

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General Information

Length and Learning Modes: In person classes: 2 days; Virtual classes: four 3.5 hour sessions; Anytime Learning: four 3.5 hour sessions. Prices depend on the mode chosen. Discounts available for teams and for private offerings.
Overview:

Why do you need training to influence without authority?  The fact is, today’s professionals aren’t getting things done because they can tell someone else what to do. People are getting things done through influence.

This course is loaded with tips, tools, and techniques to help you learn how to use your untapped potential to effectively influence others. Through individual and group exercises, workshops, role play, and more, participants get to experiment in a safe environment with a variety of tactics to influence. Utilizing the Watermark Influencing Formula, be assured that you will enhance your ability to influence others to do the right thing.

Authority...who needs it?  You have influence!

BONUS: Attend our Influencing Without Authority training course and get an electronic version of The Influencing Formula book for free! 

Pre-requisites:

None.

Skill Level: Basic
Audience:

This workshop is designed to develop essential influencing skills for business analysts, project managers, sponsors, business clients, ScrumMasters, Product Owners, and anyone who has to influence others.

Development Units:
PDUs: 14
CDUs: 14
CEUs: 1.4
Certificate Programs:
  • Associate Certificate in Project Management
  • Master Certificate in Leadership and Influencing
  • Masters Certificate in Business Analysis
  • Masters Certificate in Project Management
Format:

To help assimilate the tools and techniques learned, there is a mixture of individual and group exercises throughout the course. Class and small team discussions, along with a case study and role play help reinforce concepts learned. Students need to be prepared for a high level of participation. Each participant receives a comprehensive student guide, a 2-sided laminate with key concepts and diagrams, as well as a template for applying the tools and techniques used in class to a real-world situation.

Content:

Key Concepts

  • Define Key Terms - Including Influence, Persuasion, Power, and Authority, and Manipulation
  • Barriers to Effective Influence
  • Understanding What Makes People Tick
  • Defining Your Influencing Goal
  • The Political Environment
  • Influencing Individuals vs. Groups
  • Influencing Network Diagram
  • Reciprocity and Exchange
  • Watermark’s Influencing Formula
  • Workshops and Exercises

Trust

  • Discussion: What is Trust?
  • Trust Defined
  • Influencer as Trusted Advisor
  • Types of Trust
  • Covey’s Four Cores of Credibility
  • Trust Building Blocks
  • How to Build Trust on a Virtual Team
  • Trust Busters
  • Restoring Trust after Betrayal
  • Workshops and Exercises

Preparation

  • Why Preparation?
  • Stakeholder Analysis
  • Exchange: Currency Preferences
  • Forms of Power
  • Engagement Level
  • Stakeholder Characteristics
  • Stakeholder Analysis Tools
  • Communication Styles
  • Building Credibility
  • Decision-Making Styles
  • Influencing Tactics and Techniques
    • Rational Persuasion
    • Relentless Pressure
    • Inspirational Appeal
    • Ingratiation
    • Personal Appeal
    • Building Coalitions
    • Networking
    • The Huddle
    • Planting Seeds
    • Consultation
  • The Trusted Advisor
  • Influencing In Virtual Environments
  • Influencing Key Stakeholders
    • Sponsors or Bosses
    • Negative Team Members
    • Colleagues
    • Subject Matter Experts
  • Stakeholder Management Plan
  • Stakeholder Influence Plan
  • Workshops and Exercises

Courage

  • What is Courage?
  • Barriers to Courage
  • Keys to Being Courageous
  • Why Courage is Necessary to Influence
  • Handling Difficult Stakeholders
  • Final Workshop
  • Capstone: Apply concepts and tools to real life situation (template provided)

Handouts

  • Laminate with key concepts and diagrams
  • Template for personal influence planning
Note:

Watermark Learning constantly improves its course offerings to ensure the best training possible and to keep you abreast of the latest industry trends. As a result, this outline is subject to change.

Early Bird Pricing applies to registrations that are paid for by the Early Bird Date. Cannot be combined with any other offer or discount unless Early Bird pricing results in a higher discount. In that case Early Bird pricing will override any lower discount offer.

No bulk discounts are applicable to this item.