Course Code: 5612

Power and Influence - Getting Others to Follow Your Lead

Class Dates:
1/2 Days
Class Time:


  • Course Overview
  • This 1/2 day course will teach you influence effectiveness.

    Influence skills are partly a function of the skill with which the influencer uses an influence technique. Like a skilled craftsman, it takes time and practice to perfect those skills. People who become highly skilled in the areas described below can be extraordinarily effective at leading and influencing other people.

    The research on power and influence shows that there are twenty-eight skills associated with influence effectiveness. These skills fall into four categories: communication and reasoning, assertiveness, interpersonal, and interactive.

    Instructor: Prepared and delivered by George Diorio

  • Audience
  • Influencing is a necessary skill for anyone in business, whether a person is a manager or a salesperson. The ability to bring others to your way of thinking without force or coercion is important in business. Influencing others is a transferable skill business persons take with them from job to job in the business world. Managers want to convince employees to work hard, and salesmen need to convince clients their product is the best purchase choice, for example.


Course Details

  • What you will learn
  • Influencing Techniques
  • Expand on communication skills
  • Using techniques and strategies to influence others
  • Behaviors and develop more collaborative working relationships
  • Planning a Communication Strategy
  • Identify your communication outcome and plan the best approach for achieving positive results
  • Introduction: Overview of Power and Influence
  • Topic A: What is Influence?
  • Topic B: Power - The Foundation of Influence
  • Power
  • Topic A: Understanding types of power
  • Topic B: Position Power Sources
  • Topic C: Personal Power Sources
  • Influence Tactics
  • Topic A: Categories of Influence Tactics
  • Topic B: Persuasion Triggers
  • Reasoning Tactics
  • Topic A: Rationalization
  • Topic B: Legitimating
  • Topic C: Reasoning Triggers
  • Relating Tactics
  • Topic A: Inspiration
  • Topic B: Personal Appeal
  • Topic C: Disarming
  • Topic D: Relating Triggers
  • Participating Tactics
  • Topic A: Consultation
  • Topic B: Alliance
  • Topic C: Participating Triggers
  • Reciprocating
  • Topic A: Exchange
  • Topic B: Coercion
  • Topic C: Reciprocating Triggers
  • Selecting Tactics
  • Topic A: Analyzing Your Situational Power
  • Topic B: Assessing Potential Tactics
  • Topic C: Planning Your Approach
  • Practical Application
  • Topic A: Practicing Tactic Selection
  • Topic B: Using Combinations / Alternate Approaches