Exercising influence sintese_azul_2012

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Exercising Influence Building Relationships and Getting Results INFLUÊNCIA ® Skills Development 2012

Transcript of Exercising influence sintese_azul_2012

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™   Exercising InfluenceBuilding Relationships and Getting Results

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Exercising InfluenceOur definition of influence is a simple

one: moving another person toward action without the use of direct power.

There are many ways to influence others; some are direct and some are indirect. In this program we will deal primarily with direct influence, whether in a face-to-face, voice-to-voice, or electronic format.

Influence is not a contest. It is a two-way process that involves relationship. Every time you influence someone you are making it either easier or harder to influence him or her the next time.

Effective influence requires a balance between building relationships and getting results. Both are essential to your success as an influencer.

Using effective influence skills enables you to build the relationships necessary to get positive results with colleagues, customers, suppliers, and others, regardless of your positional power.

Effective influence enables you to move your ideas into action by stimulating others to support, allow, provide resources for, or participate actively in your initiatives.

DEFINITION

WHY IS IT IMPORTANT?In recent years, even senior managers find that much of their

day is spent in attempting to persuade, cajole, or bargain with people who do not report to them. For people without formal authority (a greater percentage of the organizational population as management structures shrink), effective influence is often the only way to acquire the resources and support they need.

The success of the workforce depends not only on the skills and abilities of the individuals, but on how well they are able to get things done through other people up, down, across, and outside their organizations. An organization’s success depends on the “influence fitness” of its people.

Building Relationships and Getting Results

SÍNTESE AZUL

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Exercising Influence Building Relationships and Getting Results

Any individual who wants to improve his or her influence skills. This program is especially valuable to project leaders, managers, executives, or anyone responsible for implementing change.

OBJECTIVES AND GOALS

WHO SHOULD PARTICIPATE?

As a participant, you will:

Use models to help develop effective influence behaviors and a strategic and tactical approach to influence.1

Evaluate how you currently use influence behaviors and identify areas for development.

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Develop and practice a variety of influence behaviors which you have identified as important to achieving successful results.

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Establish clear and powerful influence goals.4

Design an approach for formal and informal influence situations; apply the approach to a real-life influence opportunity.5

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COURSE DATEJANUARY - 30TH AND 31ST 2012 (9:00 – 18:00)

(note: the organizers reserve the right to cancel and/or change the date of this course. In the case of cancelation all payments received will be reimbursed)

Venue | Fundação Portuguesa das Comunicações (www.fpc.pt ) Lisboa – Portugal

Priceindividual | €1800 per person + VAT early bird | €1350 per person + VAT (valid for registrations before 30th November 2011)

groups of +3 participants | €1350 per person + VATearly bird for groups of +3 participants | €1080 per person + VAT

NoteSubscriptions are not reimbursed (except course cancelation by the organizers) but can be transferred to other participant.

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Course and course materials will be delivered in English.2

Interested? SIGN UP NOW!

SÍNTESE AZUL

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COURSE OUTLINE

Introduction to key definitions and concepts; identification of real influence opportunities for later practice

1 The Nature of Influence

Benchmark exercise; review and practice sessions introducing the tactics and behavior model

2 Model Overview

Review of feedback and development of individual learning goals

3 Assessments

Focused practice on specific behaviors with targeted feedback

4 Isometrics

Analysis of the “big picture” affecting influence success

5 Influence Framework

Introduction to planning for influence results

6 Influence Goals and Approach

Planning and interactive practice and feedback in realistic situations

7 Behavior Workouts

Full planning process for an important upcoming influence opportunity

8 Planning an Influence Approach

Learning summary, applications, and follow-up recommendations

9 Maintaining and Improving Influence Fitness

True innovation, the creation of value from new ideas, is almost always the product of many individuals and teams, working sequentially or simultaneously to achieve a result. Innovators influence others to support them, to provide resources, to be part of the team.

Ideas that succeed are not necessarily the best ideas that exist in any organization. They are ideas that other people have heard about and “bought” – and thus have been willing to participate in developing, resourcing, and eventually using them. Good ideas don’t sell themselves, though we often wish they would. Influence is required at every step of the pathway along the journey of innovation.

EXERCISING INFLUENCE AND MANAGING INNOVATION

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Influence and CommunicationInfluence is more than good communication> Communication moves information> Influence moves your ideas into action> Influence produces an effect without the

use of force or command

© B. Kim Barnes

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AUTHOR

B. KIM BARNES

B. Kim Barnes is the CEO of Barnes & Conti Associates, Inc., of Berkeley, California, an independent learning and organization development firm. She has had over 30 years of experience as a thought leader, teacher, facilitator, consultant, coach, and author in the fields of management, leadership, and organization development.

Kim is a frequent speaker at national and international professional conferences and meetings on topics ranging from influence to innovation to inspirational leadership. she has also published a number of articles in professional journals in the U.S. and abroad. She is the primary developer of Barnes & Conti programs such as Exercising Influence, Constructive Negotiation, Inspirational Leadership, Intelligent Risk-Taking, and Strategic Thinking, among others. She co-developed the program, Managing Innovation, Driving Ideas from Strategic Initiative to Value Creation with Dr. David Francis, the Deputy Director of CENTRIM, the University of Brighton’s Centre for Research in Innovation Management.

The second edition of her book, Exercising Influence: A Guide for Making Things Happen at Work, at Home, and in Your Community, was published by Pfeiffer/John Wiley in 2007. Her most recent book, co-authored with with Beverly Scott, is Consulting on the Inside: A Practical Guide for Internal Consultants, published by ASTD in March, 2011. In addition, she has published numerous articles in professional journals and books.

Kim holds a master’s degree in Human Development. Her clients include Abbott Laboratories, Cisco Systems, CitiGroup, the Haas Business School of the University of California, Medtronic, NetApp, San Francisco General Hospital, and the U.S. Department of Energy, among many others. Kim resides in the San Francisco Bay Area.

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What previous participants of this program said:

People continue to comment on how helpful the training on influence is to their everyday lives at work and at home. Thank you again.

This is a really fine and important course. We shouldn’t ask so many different people to mesh without giving them these tools.

““

Cisco Systems

Genentech

Oracle

Kraft

Chubb

CitiGroup NovoNordisk

Rolls Royce

Stanford University

Google

Swiss Re

Yahoo

Analog Devices

Cisco Systems

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Some organizations that have used Barnes & Conti’s Exercising Influence

Barnes & Conti is a global leadership training and development company that helps move ideas into action. Our research-based programs build practical skills in areas such as influence, strategic thinking, innovation management, and problem solving. We create a clear path for individuals and organizations through the complexities of our connected world.

Sintese Azul is a trusted partner for change management, talent management, performance management, strategic leadership and culture design. Working with both, large and SMEs , investing in cutting-edge knowledge to nurture their core value creators: people, talent and creativity.

Contacts

Rua Febus Moniz n.192780-234 OeirasPortugal

www.sinteseazul.com

(+351) 21 4413938

[email protected]

António [email protected] 352 168

Maria Ana [email protected] 239 326

Exercising Influence Building Relationships and Getting Results