Influence Skills:
Getting Results without Direct Authority

What is this course about?

In this course, you learn how to apply influence strategies to gain commitment from others and foster collaboration. You also learn how to dynamically adjust your approach to others to gain buy-in, achieve goals by enhancing trust and cooperation, and deal effectively with challenging behaviors to overcome resistance and inertia in others. Through practice sessions, video simulations, self assessments and role-playing activities, you practice the specific skills, behaviors and attitudes to achieve desired results, without relying on the use of direct authority.

Who will benefit from this course?

Anyone who must interact effectively with others to get the job done will find this course useful. This course is as useful for those who have no specifically defined authority as for those who have others reporting to them.

Managers and professionals at all levels increase their ability to get results from their teams and peers without the use of direct authority. You learn to develop effective working relationships with higher-level managers, co-workers and their direct reports.

This course is also important for individuals who expect to take on management responsibilities in the future. You learn the foundation for managerial effectiveness, gaining influence and leadership skills that can help further your career.

What background do I need?

No special background is required for this course. People from all industries will benefit from this course. All types of organizations-technical and non-technical, private and public, military and civilian, small and large-have sent participants to this course, with dramatic results.

How is this course structured?

This course is structured around a dynamic style of learning created by Learning Tree called RealityPlus^TM -- an immersive experience that engages you in authentic tasks within a simulated real-world context. Through media-rich case studies, role playing, and video/computer-based activities, you are immersed throughout the course in an evolving scenario where the decisions you make affect the outcome of the simulation. The RealityPlus learning method is presented in a safe environment where you gain new skills and practice the most effective techniques to bring back to your job. At the end of your course, you are prepared to immediately and successfully apply these new skills within your organization!

Why is influence important?

Never before have organizations been subjected to so much change and so many market pressures. Unfortunately, along with the hoped-for results, change often brings serious side effects such as organizational chaos, a general climate of distrust, and lowered morale. The very structure of most organizations has been altered radically and permanently.

Individuals need effective interpersonal skills to succeed today. Regardless of the structure of a given organization, coercive tactics and direct authority are the least effective means of meeting one's goals. Success hinges on the effective use of influence at all organizational levels.

Can you really 'learn' how to influence?

Yes. For one thing, everyone influences others at some level every day. You can learn to do a more effective job at producing desired results. This is not easy; it takes work and practice to strengthen and improve your influence skills. This course provides opportunities for participants to practice using a conceptual model along with practical tools and techniques that have proven successful in a wide variety of situations.

This course provides both immediate and longer-term benefits. You leave the course with a greater understanding of what makes people susceptible to influence and why. You will be able to apply your new skills right away on your return to work. Practical and helpful tips are provided for your immediate use.

You lay the foundation for increasing your influence in the months and years ahead. The advice in the course and self-development guide that you take back with you allow you the opportunity to continue developing your influence skills in the future.

How much time is spent on each topic?

How much time is devoted to activities?

Throughout this course, you are immersed in an ongoing simulation, including media-rich experiential activities and video-based examples that allow you to practice a variety of influence skills, tools and strategies. Approximately 65 percent of the course is spent on activities, which include:

• Uncovering your leadership capabilities
• Assessing your use of influence strategies
• Dealing effectively with resistance
• Identifying different applications of power and typical outcomes
• Applying leadership and influence skills in a group setting
• Assessing your political know-how
• Using win-win approaches to persuade others to act
• Building trusting relationships and rapport
• Listening for multiple points of view
• Gaining commitment in challenging situations

Do you discuss dealing with challenging personality types?

Yes. The course devotes a substantial amount of time to the most appropriate approaches and strategies for dealing with challenging behaviors. There is ample opportunity to apply these skills in workshops and exercises. Organizational politics, which can aggravate one's dealings with difficult people, are also covered at various points throughout the course.

Is this course applicable toward a Project Management Institute (PMI) certification?

Yes. Though this course is not designed as preparation for an exam, it is beneficial to anyone working toward, or maintaining, a PMI certification. Most PMI certifications require a specific number of PDUs in order to obtain and maintain the credential. Completion of this course provides 23 professional development units (PDUs).

Learning Tree offers several courses that help you prepare for PMI certifications, including Course 276, Preparing for the Project Management Professional (PMP)^® Exam, which prepares you for PMI's most popular certification. For more details on these courses and PMI certifications, please see the Learning Tree PMI Registered Education Provider Q&A.

How does this course relate to other Learning Tree courses?

Learning Tree offers other courses in communication, management and planning. The only overlap in content is to the extent necessary for a certain course to introduce skills and techniques that are expanded in another Learning Tree course.

• 290, Management Skills provides new and experienced managers with the practical skills needed to lead effective teams of technical professionals.
• 296, Project Management: Skills for Success offers the principles and best practice of running a broad range of projects. The tools of project management, including the PC-based project management packages that can lighten the tedious administrative load, are explored.
• 340, Project Management for Software Development focuses on the unique aspects of software development projects.
• 905, Facilitation Skills offers the skills to facilitate goal-oriented results through planning, collaboration and consensus.
• 903, Public Speaking: Conveying Your Message with Confidence provides the opportunity to significantly improve your public speaking skills by practicing and delivering speeches and presentations in a safe environment with personalised feedback.
• 902, IT Relationship Management: Aligning IT with the Business offers the best practices of an IT Relationship Manager (ITRM) for facilitating actionable IT solutions that provide value to the business and satisfy the needs of business stakeholders.
• 910, Achieving Excellence in Customer Service offers the tools and techniques to ensure you build and maintain mutually beneficial relationships with your customers.
• 906, Management Skills for an IT Environment 
• 299, Microsoft® Project 2007: A Comprehensive Hands-On Introduction provides extensive practical experience using Microsoft Project, a project management software package.
• 344, Time Management Essentials  are both valuable for anyone who wants to improve their productivity and strengthen their time-management skills.
• 246, Managing Information Overload: Techniques for Working Smarter provides the skills needed to process fast-paced information to develop a competitive edge.
• 3405, Developing Your Leadership Voice provides the skills to create and apply your own communication style in a way that best represents you.