Communicating to Influence

University of Canberra
Canberra, ACT, Australia

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' The course is designed for people in supervisory, management or leadership roles who wish to enhance their skills in motivating and influencing others.

COURSE AIMS AND OBJECTIVES
The course offers participants an opportunity to review and extend their repertoire of skills and strategies for influencing:

downwards, sideways or upwards
individuals or groups
behaviour, perceptions/beliefs and feelings/attitudes
COURSE CONTENT
Topics covered will include the following.

Influencing with integrity ¨C ethical vs. unethical influencing;
The psychology of influence: key psychological processes involved in influencing;
Power and influence - strategies for building sources of power to influence;
The contribution of personality and personal qualities to the ability to influence - the nature of charisma;
Emotional intelligence;
Understanding the people who are to be influenced ¨C listening to the audience;
Setting well-formed influencing goals;
Types of influencing strategy ¨C how to choose the best strategy for the situation;
Creating the conditions required for success ¨C building the right relationship, creating the right context, ¡®warming up¡¯ the audience;
Tailoring communication to the characteristics of the audience, to maximise receptivity and minimise resistance and defensiveness;
Self-management skills for confident, powerful and assertive communication in challenging situations;
Understanding resistance and responding constructively to it; and
The art of winning both minds and hearts.
METHOD OF DELIVERY
The course uses a combination of short presentations, discussions of case studies, syndicate activities and exercises, demonstrations, and training activities with coaching and constructive feedback.

...''

Phone:+61 2 6201 2977

School Address:

Professional Management Programs (PMP)
University of Canberra Innovation Centre
Building 22
University Drive South
Bruce ACT 2617
Australia



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