Personal Effectiveness and Influencing Skills

Course overview

Why you should attend this seminar

How well you relate to other people and use a wide range of techniques to influence them will decide your level of corporate success.

New management techniques focus on collaboration across boundaries, improved communication, negotiation skills, motivation and teamwork. In addition contemporary organisational life is changing from a fixed hierarchical approach to loose networking with a wide range of people from different disciplines and a variety of cultures. Furthermore, the common theme affecting most organisations is CHANGE and all that this implies: competition, increased economic upheaval, reorganisation, remote working, instability and potential conflict.

In order to achieve success in this climate, leaders and managers need three things:
1 Improved inter-dependent working across functions and even cultural boundaries
2 Increased self-awareness – how they come across to others
3 Great communication, self-projection and influencing skills
This programme is aimed at helping individuals to improve in all of these areas in a concentrated workshop environment.

Who should attend?

This programme has been specifically designed for all those who need to raise their profile, make an impact, improve visibility and influence people to achieve business goals, especially

• Department heads
• Managers
• Team leaders
• Supervisors
• Management assistants and PA’s

What are the objectives of this seminar

Attending this seminar will help you:
1 Understand and define behaviours, which lead to effective interpersonal communication at different levels inside and outside the organisation
2 Provide insights into human behaviour at work
3 Identify some of the more challenging obstacles to effective communication in the organisation
4 Learn how to prepare for one-to-one and one-to-group communication
5 Develop a personal effectiveness ‘action plan’ for the future
6 Acquire and practise communication skills which lead to improved relationships with customers, bosses, colleagues and subordinates
7 Explore strategies for handling difficult people and situations
8 Learn how to work with individuals from different functions and cultural backgrounds
9 Explore techniques for working with individuals and teams in remote locations
10 Record and evaluate progress and performance

Programme

Programme

Introduction

• Defining personal effectiveness (scene setting, terms of reference – behaviour and personality – group work and discussion)
• Understanding the business climate and how this impacts on personal effectiveness

Behavioural influences (self-awareness)

• Factors which influence human behaviour at home and at work
• Family and parents – genetic, gender and generation influences
• Culture and ethnicity
• Understanding the difference between negative manipulation and influencing with integrity

Understanding the diverse forces which influence motivational response

• Mindsets
• Gender
• Generation and age
• Nationality and regionality
• Behavioural styles
• Leadership and management styles

Communication models that work

• An introduction to EI (Emotional Intelligence) – EI self-mapping tools
• How to read and interpret other peoples’ behaviour
• Calibrating – pacing and/or leading – Neuro Linguistic Programming concepts and skills
• Defining and distinguishing positive and negative behaviours
• Examining and exploring passive, aggressive and assertive behaviour
• Techniques for assertiveness
• Analysing behaviour patterns – self-others using the people mapping and behavioural toolkit

Communication skills workshop

• Developing communication strategies that work – The 4 Boxes Model
• Planning communication: starting, maintaining and ending discussion
• Techniques for involving others
• Listening skills: theory and practice – open and closed questions, summarising and clarifying
• Learning to: ‘say no’, handle criticism, express criticism, make requests
• E-Persuasion and influencing – using IT tools such as email and teleconferencing to persuade and influence from a distance
• Dealing with difficult customers, colleagues, bosses and staff
• Managing conflict and aggressive behaviour – dealing with anything from veiled threats to abusive outbursts
• Techniques for ‘self-projection’
• Working with non-verbal communication
• Managing conflict and stressful communication – response vs. reaction
• Evaluating performance and planning for improvement – follow-up

The expert presenter

The expert trainer

Robert Hersowitz is a highly experienced trainer who has worked extensively with many organisations covering a wide spectrum of professions and disciplines. He has been involved with both private enterprise and the public sector, helping large and small scale organisations to radically improve their managerial effectiveness by helping individuals to acquire, transfer, refine, apply and build new skills and techniques in the workplace.

Past delegates’ comments

Quotes from previous delegates

‘It was stimulating, informative and fun – it has given me plenty of food for thought to bring back to my company and given them a more rounded business person in return for their investment’

Lisa Davies, Deputy Head of Media and Public Affairs, South West Trains

‘ Excellent course many thanks’

Tibah Hussain, Research Director, Informa

‘It provided useful tools and has put things in context. Very practical – he really knows his stuff!’

Wouter Van EE, Head of Business Operations, Panasonic Mobile Communications Development of Europe Ltd

‘Rob was an absolutely fabulous trainer – clear and helpful at all times’
‘I found the role play an excellent way to practice and found the constructive criticism great’

Jeanette Wright, Executive Assistant to the Finance Director, Interflora British Unit

‘Very helpful, I will definitely put the tips into practice’

Henny Valder, European PR Manager, COLT Telecom

‘Very well organized. Content was interesting and useful. Delivery by trainer was fantastic’

Ann Azzopardi, Purchasing Manager, Pret a Manger

‘An excellent opportunity to improve my skills while learning more about my own personality and style’

Jens Cornelissen, Conference Director, ENG Netherlands

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Delegates who attended this course also went on the following courses:

The ‘Mini-MBA’ in People & Interpersonal Skills 17-20 Mar 2009 30 Jun-3 Jul 2009 10-13 Nov 2009 This is a 4-day intensive programme to develop your ‘personal brand’ for greater corporate and personal success

Falconbury’s Mini ‘Executive MBA’ 9-13 Feb 2009 8-12 Jun 2009 12-16 Oct 2009 Falconbury’s Mini ‘Executive MBA’ will supercharge your management skills. It provides a practical approach to the key business skills and, through case studies, opportunities to apply tools and techniques to your own company.

Strategic Leadership 10-11 Feb 2009 16-17 Jun 2009 A two day intensive programme to provide a unique opportunity to develop your impact as a highly effective strategic leader.

The Successful PA 9 Feb 2009, 10 weeks 5 Oct 2009, 10 weeks A SELF-MANAGED WRITTEN DISTANCE LEARNING COURSE – Gain key management skills needed to fulfil this demanding role in just 10 weeks

Client portfolio

Our client portfolio for this course includes the following companies: