Influence Strategies

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Detailed Overview/Outline

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

Related Courses

• MD331 - Improving Your People Skills
• HR371 - Internal Consulting Skills: Building Credibility and Moving Toward Success

Sponsor Background:

• Over 50 years ago, Cornell University's School of Industrial and Labor Relations was formed to provide training to employers to improve workplaces and workplace life.
• Cornell workshops have a reputation for being current in subject theory and application as well as on legal or regulatory issues.
• Classes are highly interactive…between student and instructor and student to student.
• Discussion groups, case studies, role plays, and other exercises provide practice for your learning.
• Your instructors are skilled communicators and experienced professionals committed to providing the finest in real world, practical education.
• The majority of our clients are repeat users…a testimony to the quality and value received.

Substitution and Cancellation Policy

Substitutions of registrants can be made at any time. Cancellations and transfers are subject to a 25% charge unless received in writing one week prior to the program. Registrants who do not cancel in writing prior to the program date and who do not attend are responsible for the entire fee.

Instructor(s):
Robert Prescott, Cathy Lee Gibson, Thomas Horvath

Instructor Background:
Robert K. Prescott, SPHR, Graduate Faculty, Human Resources, Crummer Graduate School of Business, Rollins College. Dr. Prescott teaches graduate level courses in the MBA and MHR programs. Formerly, he was the Executive Director of Management and Executive Education at Rollins College. His teaching and research focuses on HR management, organization development, organization behavior, training and development, and leadership.

Cathy Lee Gibson,MBA, SPHR, is the President of NovaCore Performance Consulting, LLC. Ms. Gibson possesses more than 20 years of training, consulting, HR, and management experience from a range of industries, organizations, and sectors. She most recently served as the Director of Human Resource Management Programs at Cornell University’s ILR School. In this role, Ms. Gibson designed and directed all aspects of the human resource management program and instructed and facilitated numerous public and on-site workshops for managers and HR professionals. Her expertise spans a variety of topics, with a particular focus on strategic interviewing and performance management initiatives.

Thomas Horvath, Principal, Berkeley Court Advisers, LLC. Mr. Horvath’s professional career ranges from customer service representative to chief operating officer and illustrates practical expertise in leadership consulting, marketing, sales, process improvement, product development, training design and delivery, and project management. He is a frequent speaker at leading business schools and community events.

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