Strategies for Influencing Others from edX

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Learning objectives

At the end of this course, the learner will be able to:
Conduct everyday conversations that inspire their direct reports to achieve their personal best.
Nurture workplace relationships and grow trust.

Give feedback for improvement that’s more comfortable for themselves and their direct reports.
Convey clear expectations for what their direct reports should be achieving and how.
Champion a conversation-based approach to managing performance within their organization.

At the end of this course, the learner will be able to:
Conduct everyday conversations that inspire their direct reports to achieve their personal best.
Nurture workplace relationships and grow trust.
Give feedback for improvement that’s more comfortable for themselves and their direct reports.
Convey clear expectations for what their direct reports should be achieving and how.
Champion a conversation-based approach to managing performance within their organization.

Syllabus

Influence to Achieve Results: Facilitator reviews the context of influencing in today’s business world. The three components of influencing are introduced.

First Things First: Learners discuss the levels of commitment. The Commitment Worksheet is introduced, and learners list the names of their stakeholders. In pairs, they identify the current commitment level and what level is needed to move their ideas forward.

Seven Strategies: Seven strategies of influencing are introduced with learners discussing how to adapt strategies depending on the stakeholder. Learners participate in an activity based on one of the strategy, Consider Environmental Factors. Learners review the importance of gathering data and how it can be used when determining strategy. Through a video-based activity, learners gain an understanding of three other strategies they can use to gain commitment. Learners continue to work on their opportunity on their Commitment Worksheet.

Package Your Strategies: Facilitator uses a demonstration to illustrate how the best packaging engages hearts and minds. Learners watch a video to see the three packaging techniques in action. The debrief overviews the packaging technique of The Unexpected. In small groups, learners use the Paint the Picture technique to present an idea. The last technique, The Power of Questions, is reviewed and learners work in teams to generate provocative questions. They report out their questions to the rest of the group. Learners determine which packaging techniques will work with their stakeholders and then discuss with a partner.

Get Commitment to Act: Facilitator reviews the final steps in gaining commitment—Gauging Readiness and Agree on Next Steps. Referring back to the video, learners determine what clues might facilitate these last steps. Learners answer reflection questions and discuss what they will do differently going forward.

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Strategies for Influencing Others with these activities:

Influence: The Psychology of Persuasion

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Gain a deeper understanding of the psychological principles underlying effective influence and persuasion.

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Obtain a copy of 'Influence: The Psychology of Persuasion'.
Read the book, taking notes on the six key principles.
Reflect on how these principles relate to the course's seven strategies of influencing.

Never Split the Difference: Negotiating As If Your Life Depended On It

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Learn advanced negotiation techniques that can be applied to influence and persuasion in various contexts.

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Acquire a copy of 'Never Split the Difference'.
Read the book, focusing on techniques like active listening and labeling emotions.
Consider how these techniques can be integrated into your influencing strategies.

Stakeholder Analysis and Influence Plan

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Apply the course concepts to a real-world scenario by developing a detailed influence plan for a specific project or initiative.

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Identify a project or initiative where you need to influence stakeholders.
Create a list of key stakeholders and their current level of commitment.
Determine the desired level of commitment for each stakeholder.
Develop a tailored influence strategy for each stakeholder, using the course's seven strategies and packaging techniques.
Document your plan and track your progress.

Four other activities

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Create a 'Power of Questions' Guide

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Deepen your understanding of the 'Power of Questions' packaging technique by creating a guide with examples of provocative questions for different scenarios.

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Review the 'Power of Questions' technique from the course.
Brainstorm different scenarios where you might need to influence someone.
Develop a list of provocative questions for each scenario.
Organize your questions into a guide with clear explanations.

Role-Playing Influence Scenarios

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Practice your influencing skills in a safe environment by role-playing different scenarios with a peer.

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Find a partner who is also taking the course or interested in improving their influencing skills.
Develop a list of realistic influence scenarios.
Take turns playing the roles of influencer and stakeholder.
Provide each other with constructive feedback.

Analyze Influential Speeches

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Improve your understanding of effective communication by analyzing famous speeches and identifying the influencing strategies used.

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Select 2-3 influential speeches (e.g., Martin Luther King Jr.'s 'I Have a Dream').
Transcribe the speeches or find existing transcripts.
Identify examples of the seven influencing strategies and packaging techniques used in the speeches.
Write a short analysis of each speech, highlighting the most effective influencing techniques.

Mentor Junior Colleagues

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Solidify your understanding of the course material by mentoring junior colleagues and helping them apply the influencing strategies in their work.

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Identify junior colleagues who could benefit from your guidance.
Offer to mentor them on specific projects or initiatives.
Help them apply the course's influencing strategies and packaging techniques.
Provide them with constructive feedback and support.

Career center

Learners who complete Strategies for Influencing Others will develop knowledge and skills that may be useful to these careers:

Management Consultant

A Management Consultant helps organizations improve their performance by identifying problems and recommending solutions. This role often involves persuading stakeholders to adopt new strategies, a skill directly addressed in this course. The course's emphasis on packaging ideas to win over even skeptical individuals will be invaluable for a Management Consultant when presenting their findings and recommendations to clients. The course’s practical approach to influence, particularly the sections on packaging strategies and driving commitment, will provide tools to translate analysis into action and ensure clients embrace proposed changes. This course, with its hands-on exercises and team-based activities, helps build a foundation for real-world consulting scenarios, focusing on effective communication and stakeholder management.

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Team Leader

Team Leaders are responsible for guiding and motivating team members to achieve common goals. This role requires strong communication and influence skills to inspire team members and align their efforts with organizational objectives. This course may be very useful for a Team Leader to develop leadership skills crucial for motivating their team. The course’s emphasis on nurturing relationships, conveying expectations, and giving feedback makes it directly applicable to managing a team. The course’s practical strategies, including packaging techniques and methods for gaining commitment, may be especially useful for ensuring effective team performance. By learning strategies to influence others, team leaders can enhance their ability to drive their team toward success.

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Political Campaign Organizer

A Political Campaign Organizer is responsible for motivating and directing campaign volunteers to achieve electoral goals. This role is dependent on persuasion and the ability to inspire action. Given this course's focus on strategies to capture attention, transform perspectives, and gain commitment, it may be particularly useful to a Political Campaign Organizer. The course’s emphasis on nurturing relationships and conveying clear expectations aligns directly with the task of mobilizing volunteers. The course’s practical techniques, such as using the power of questions, may empower organizers to engage volunteers more effectively. This course may be helpful for those looking to improve their campaign effectiveness.

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Change Management Specialist

A Change Management Specialist guides organizations through periods of change, ensuring employees adapt to new processes and structures. This role requires strong persuasion and communication skills, as they often need to win over resistant stakeholders. The course is directly applicable to the challenges a Change Management Specialist faces when implementing new changes within an organization. The strategies outlined in the course, from the initial steps of the seven strategies of influence, to packaging ideas and gaining commitment, provide a clear roadmap for a Change Management Specialist seeking to ensure successful organizational transformation. This course may be useful to those looking to enhance their skills in change management.

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Executive Coach

Executive Coaches work with leaders to enhance their performance through communication and influence skills. This role directly benefits from the strategies taught in this course to inspire and guide their clients. The course’s emphasis on effective communication, feedback, and expectation setting aligns perfectly with the core responsibilities of an Executive Coach, helping them guide leaders to maximize their impact. The course’s teaching on packaging techniques and securing commitment are especially relevant for an Executive Coach, as they will be helping leaders do the same. This course may be useful for an Executive Coach as they work to develop leaders' communication and influence skills.

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Project Manager

Project Managers are responsible for planning, executing, and closing projects, often requiring them to influence team members and stakeholders to align with project goals. This course provides a powerful toolkit for a Project Manager looking to drive project success through effective communication and collaboration. The course’s focus on understanding different commitment levels and tailoring communication strategies directly addresses the challenges a Project Manager faces in guiding diverse teams. The structured approach of the syllabus, which ranges from stakeholder identification to packaging strategies and ensuring commitment, mirrors the stages of a successful project management process. This course may be useful due to its focus on achieving buy-in, which is a critical component for successful project delivery.

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Negotiator

A Negotiator works in a variety of fields to obtain favorable agreements. This role requires strong persuasion skills and the ability to sway others to make decisions that are in one’s own favor. This course’s focus on strategies to package ideas may be useful for helping negotiators frame their proposals. The course’s approach of adapting strategies to particular stakeholders will benefit negotiators. The course’s techniques for securing commitment are central to the art of negotiation. This course, with its practical approach to influence, may help those wishing to improve their negotiation skills.

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Public Relations Specialist

A Public Relations Specialist manages the public image of an organization, engaging with the media and stakeholders to communicate key messages. This role involves crafting influential narratives and persuading different parties to support the organization’s goals. This course directly supports the skills required for a Public Relations Specialist. The techniques learned in the course, including packaging strategies and adapting based on the stakeholder, are essential for crafting effective communication. The course’s focus on gaining commitment is critical for a Public Relations Specialist aiming to secure public support and positive media coverage. The course may be useful for those looking to improve their communication effectiveness.

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Nonprofit Development Director

A Nonprofit Development Director is tasked with fundraising and engaging stakeholders to support their organization's mission. This role involves persuading donors, volunteers, and partner organizations to contribute their time and resources. This course may be particularly useful to a Development Director, given its emphasis on packaging ideas to capture attention and securing commitment. The hands-on exercises and team-based activities within the course may help build leadership skills crucial for driving successful fundraising campaigns and securing community support. The course’s syllabus, with its emphasis on understanding commitment levels and adapting communication strategies will help a development director manage complex and varied stakeholder relationships.

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Sales Manager

A Sales Manager leads a team of sales professionals, driving revenue by setting goals and ensuring effective execution of sales strategies. This role requires strong influence and persuasion skills to motivate team members and secure client buy-in. The course provides crucial frameworks and techniques for a Sales Manager, especially concerning packaging strategies and building commitment. The course’s focus on effectively conveying expectations and driving action will enhance a sales manager’s ability to lead their team. In particular, the sections on packaging techniques will greatly benefit a Sales Manager, as communication is key to sales success. The practical exercises in the course, such as generating provocative questions, may be useful for sales managers looking to improve their communication strategies.

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Marketing Manager

Marketing Managers develop and implement marketing strategies to promote products or services. This role involves influencing consumer behavior and persuading them to choose their offerings. The course's focus on packaging strategies and gaining commitment may prove useful for a Marketing Manager when crafting persuasive marketing messages. The course’s teaching on adapting strategies based on stakeholders directly relates to targeting specific demographics to drive action. The course’s learning objectives, which include capturing attention and transforming perspectives, aligns well with the goals of a Marketing Manager trying to influence consumer behavior. This course may be helpful for a marketing manager seeking to enhance their communication strategies.

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Strategic Planner

Strategic Planners develop long-term goals for organizations, requiring the ability to influence and align various stakeholders with the strategic vision. This role may use this course’s principles to create buy-in for their plans. This course may be useful for a Strategic Planner seeking to convey their strategies in a compelling way. The course’s focus on understanding different commitment levels and adapting strategies aligns well with the challenges involved in strategic planning. This course may be particularly useful for those looking for practical skills when developing buy-in.

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Human Resources Manager

Human Resources Managers are responsible for managing the employee life cycle, including recruitment, performance management, and employee relations. They may use influencing skills to implement new policies and initiatives effectively throughout an organization. The strategies learned in this course, particularly the approaches to nurturing relationships, giving feedback, and conveying clear expectations, are fundamental to Human Resources Management. The course’s structured syllabus, from understanding commitment levels to packaging strategies, may help a Human Resources Manager gain wider organizational support for new HR initiatives. This course focusing on communication and influence may be useful for an individual seeking to strengthen their skills in this field.

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Instructional Designer

Instructional Designers create engaging learning experiences, relying on influence to convey concepts effectively to students and stakeholders. This role will benefit from the course’s strategies to package information effectively. The course may be particularly useful given its focus on capturing attention, transforming perspectives, and securing commitment. The strategies taught in the course, such as the power of questions and painting a picture, can be directly applied to the design of compelling learning materials. This course’s structure may provide a framework for Instructional Designers to make their educational offerings more impactful.

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Training Facilitator

A Training Facilitator delivers training programs to employees, enhancing their skills and knowledge to improve organizational performance. This role requires the ability to engage participants and effectively convey complex topics in a persuasive manner. The course may provide Training Facilitators with insights into strategies to package information in a compelling way, capturing attention and ensuring learners are invested in the material. The practical techniques the course teaches, such as using the power of questions and painting a picture, may be useful for designing and delivering effective training sessions. The course’s focus on commitment helps facilitators ensure that learning translates into action.

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