Course detail
No. of days: 1 No. of participants: 4 – 16
Discover how to get others to move their position closer to yours. This involves being liked, using questions, and showing the benefits to them, in their own “language”.
This is a foundation skill, required in managing people, negotiating, selling, project management and most situations outside work
Subject areas covered:
- How people think and how they interact
- The importance of listening, understanding, and exploring options
- Why difficult people behave the way they do
- The importance of being liked and how to achieve it – why do people like one person and not another?
- Rapport
- Making people feel important
- Two useful techniques: peeling the onion, and Feel/Felt/Found
- Criticism – does it ever work?
- Keeping calm, saying what you want, and being heard
- Body language – speaking styles, reading between the lines, watching other peoples and controlling yours, and mirroring
- How to cope when receiving criticism
- Negotiation as an influencing strategy
- Gaining commitment
- Four types of person and how to adapt your style for each. Are you an Analytical, a Controller, an Enthusiast, or an Amiable person?
Some example handouts from the course (pdf downloads)
- Body Language Quiz
- Difficult People – strategies matrix
- Giving and receiving criticism
- How people really communicate
- Influencing – the basic tactics
- Influencing styles for different types of people
- Persuading by questioning
- Push Pull
- The Questioning Funnel
- Your listening habits
