|
コース概要
|
Whether you're working with superiors, colleagues, subordinates, or management, the ability to earn respect, influence people, and foster collaboration is essential for career success. This persuasion training focuses on the core elements of influencing others when you lack authority—personal power, persuasion skills, and negotiation skills.
Learn how to build a power base and influence people using the Personal Power Model…understand exchange and reciprocity (the first step in the influence process)…adapt your communication style to build trust…persuade within the framework of discovery, preparation, and dialogue…master the key elements of negotiation.
From day one to the final activity, you'll practice persuasive communication and other influence-exercising techniques, deepening your learning through videos, exercises, assessment tools, and group discussions.
|
|
学習目標
|
● Establish your personal power base
● Analyze your approach to influencing others and understand how to adjust it
● Identify the fundamental principles of exchange and reciprocity
● Develop and apply persuasion skills using four skill steps for influencing others
● Improve basic interpersonal skills such as listening, questioning, and providing constructive feedback
● Understand the value of constructive conflict and learn how to navigate conflict situations that arise when exercising influence
● Identify the basic steps of negotiation and promote win-win outcomes
|
|
学習内容
|
1. Personal Power
- Explanation of the Personal Power Model and how to utilize your own personal power base
- Identifying behaviors that demonstrate effective influence
- Defining how to build a personal foundation (personal power platform)
2. Building a personal foundation
- Explain how exchange, relationships, and partnerships form the basis of an individual's power base and are key to influence
- Identify an exchange portfolio
- Define the principle of reciprocity
- Find ways to build relationships at the top, bottom, and lateral levels within an organization
- Explain the value of building partnerships
3. Communication Styles
- Explain the importance of aligning with others' preferred communication styles when influencing them.
- Describe preferred communication styles in the workplace.
- Identify your own preferred communication style and those of others.
- Definite the impact of the negative attribution cycle.
4. Persuasion
- Defining and utilizing "Credibility," "Logic," and "Emotion" in the persuasion process
- Assessing the listener's position on the communication challenge and formulating an approach
- Discussing that persuasion is a process of "learning" and "negotiation"
- Explaining how to proceed with the key learning steps in the persuasion process: "Discovery," "Preparation," and "Dialogue."
5. When conflict hinders desired outcomes:
- Describe how conflict impacts the outcome-oriented process.
- Discuss available conflict management responses.
- Definite how to provide constructive feedback without escalating the conflict.
- Explain how to select the appropriate solution depending on the situation.
6. Achieving better results through negotiation
- Explaining the key "preparation" and "process" steps in negotiation
- Defining and applying the principles of "soft" negotiation
- Utilizing influence, persuasion, and negotiation in negotiation practice
7. Action Plan
- Identify learning points derived from the program
- Apply the learning points to specific changes in persuasion efforts.
|