Course Outline
Diagnostic Alignment & The Influencing Behaviour Model
- Reviewing personalized 360-degree survey results to pinpoint behavioral blind spots
- Aligning personal influence patterns with the core influencing behaviour model
- Identifying adaptive gaps between existing habits and situational demands
- Workshop: Converting diagnostic data into a targeted personal influence growth roadmap
Presentation Mastery for Strategic Impact
- Structuring persuasive narratives that facilitate executive decision-making
- Enhancing vocal presence, pacing, and non-verbal alignment to establish credibility and authority
- Crafting high-impact pitches that convert interest into firm commitment
- Lab: Delivering a 5-minute persuasive pitch with real-time peer coaching and facilitator calibration
Interpersonal Dynamics & Resilient Response Patterns
- Understanding psychological triggers, emotional intelligence, and behavioral adaptation under pressure
- Navigating skepticism, resistance, and conflict while maintaining psychological safety
- Developing influence networks across hierarchical and cross-functional boundaries
- Activity: Engaging in structured role-play scenarios that demand adaptive communication and emotional regulation
Team Collaboration & High-Performing Dynamics
- Aligning diverse personalities, working styles, and priorities toward shared objectives
- Facilitating consensus while preserving individual accountability and autonomy
- Establishing influence-based team norms, feedback loops, and collaborative rituals
- Workshop: Co-creating a team influence charter and collaboration playbook for sustained execution
Negotiation & Contracting Strategy
- Comparing principle-based negotiation with positional bargaining in complex deal environments
- Mastering value creation, anchoring, concession mapping, and risk allocation
- Applying pricing strategies, scope management, and securing favorable terms under uncertainty
- Lab: Participating in a guided negotiation simulation with debrief, strategy mapping, and behavioral calibration
Organizational Value, Scaling & Sustainable Change
- Connecting influence behaviors to measurable outcomes: revenue growth, cost optimization, and shareholder value
- Scaling personal influence into cross-functional leadership and executive sponsorship
- Measuring behavioral adoption, tracking progress, and reinforcing continuous development
- Capstone: Developing a personalized action plan with accountability structures, resource mapping, and post-program support pathways
- Open Q&A, course close, and certification/attendance documentation
Requirements
Before commencing, delegates are required to complete an online 48-question, 360-degree survey. This process provides personal self-assessment alongside feedback from up to seven colleagues, offering a comprehensive view of current influence behaviors. Please note that these responses are not anonymous. The resulting report is integrated with the Influencing Behaviour Model used within the programme and will be revisited during the course sessions.
Testimonials (3)
I liked the all the information provided, knowledge and experience sharing.
Mike Silva - Hewlett-Packard Centro de Servicios Globales, S. de R.L. de C.V.
Course - Influence in Action
I would like to have one more practice/exercise of negotiation and not only one.
Susana Michel - Hewlett-Packard Centro de Servicios Globales, S. de R.L. de C.V.
Course - Influence in Action
the pace, the information provided. the way it as taught with theory and practice cases, handouts, exercises, etc.