Management Programs

One of the most important skills a manager can possess is the ability to influence others to achieve work and organizational objectives. It is also important for managers to understand how other people and situations influence them.

This one-day workshop will provide you with a greater understanding of your personal motive preferences, the preferences of others, and application of this dynamic toward becoming more effective in specific work situations. At the core of this workshop are nine specific influence tactics that - when used appropriately - can have a positive impact on the achievement of organizational objectives. You will gain an understanding of:

• The strategic context of influencing
• Motives that drive behavior
• The contrast of motives and values
• Your individual style
• Recognizing the style of others
• Situational appropriateness in influencing
• Nine specific influence tactics

Key Topics

• Using influence to achieve objectives
• Targeting your influence approach
• Understanding motives that influence behavior
• Learning the power bases of influence
• Influencing up, down, and across the organization
• Developing proven influence tactics
• Creating an influence plan of action

Special Features

• In-class assessment of your personal motives
• Audio-visual examples of motive types and influence tactics
• Case study work

Who Will Benefit

Managers whose objectives must be attained through the participation of others who may not report to them; those in non-operational/support functions (i.e., human resources, finance, marketing) who must influence others who do not report to them in order to be effective in their roles

Instructors

Cathy Lee Gibson, Thomas Horvath, Robert K. Prescott

Your workshop will be led by one of these instructors.