Communicating to Influence Module Summary
Purpose
To influence others and create collaborative agreements
Learning Goals
· Develop techniques to influence others effectively
· Gain support for your ideas and plans
· Use reflective listening to understand objections
· Collaborate to determine a final strategy
Design Concept
Going on a journey
Learning Principles
· The rules of the influence road
· How to do reflective listening
· How to respond to objections and concerns
· How to negotiate
Behavior Model
Four-Step Model for Influencing Others
Individual and Group Exercises
· The great gizmo swap: 5-minute influence exercise in pairs
· Walk a mile in my hiking boots: Pairs practice: reflective listening
Discussions
· What does it mean to influence? What does the word influence mean to you?
· Small group discussion about the danger of skipping Step 3
Case Study/Role Play
· Negotiating an agreement: The marketing team and the development team
· Group role-play activity using the influence model to present a proposal
Speed Bumps
Places to slow down
Action Planning
For the next trip down the influence road
· Things to keep doing
· Things to start doing
· Things to stop doing
Approximate Time Length of Module: 3.0 – 3.5 hours