Leading Through Influence

A Leadership Development Program

Lyman Porter was a social psychologist who conducted research in the 1950’s around how people gain consent — that is, what would make people agree to do something that another person asked them to do? Porter discovered that there were four short term strategies for gaining consent: 1) because of a reward associated with doing what the other person wants, 2) because of negative coercion, 3) because the other person is in authority, or 4) because the other person is considered an expert in the area being discussed/disputed.

Porter also discovered that the fifth, most powerful, and most long-lasting strategy is "influence." It involves a set of tools that work in nearly all settings and is not situational or temporary.

This day-and-a-half, highly interactive program, entitled "Leading Through Influence," is for individuals who would like to learn how to be more influential at their place of work.

The Goal Of This Experience Is To Help The Participants…

  • Identify strengths and areas for improvement in their ability to influence others;
  • Translate influence theories into influence tools to help them meet their personal/work objectives;
  • Use their influence skills in their daily management of people and projects; and
  • Practice conflict management techniques to be used when dealing with difficult people and situations.

Workshop Agenda

  • Introductions and Overview
  • The Power of Influence Skills
  • A Model for Influence
  • Referent (Daily) Influence: Being generally listened to, respected, and looked to for answers (Includes: Traits of Influence, Influential Communication: Dialogue and Feedback)
  • Persuasive Influence: The ability to make things go your way and get what you want (Includes: The Greek Persuasive Continuum, How to "Be" Persuasive, Persuasion Planning)
  • Conciliatory Influence: Dealing effectively with difficult situations and people, and the power to resolve conflict (Includes: Dealing With Difficult People and Situations, The Conflict Resolution Roadmap)
  • Maintaining Ongoing Influence
  • Summary (Includes: Lessons learned, Next Steps)