Relationship Management - Influence

What you'll learn
The journey to better influence and the importance of self awareness to determine where you are and what you need to improve
Key listening skills and how that helps with engagement and rapport
How to adapt your communication style and how that can persuade your audience
Tips on persuasion and influence in common communication scenarios
Handling difficult people and conversations
Requirements
Students who will benefit most from this course will be those who already have had at least a couple of years experience working cross functionally and those who can appreciate the context of a technology department.
Description
Relationship Management is a core skill for anyone who needs to interact with people to get the job done. Different approaches, values, ways of communicating, empathy, ego and authenticity are all important considerations, yet in the bustle of our daily lives, we either forget, rely on our innate stock of skills because they have worked in the past or muddle through. We could get the job done far quicker, but we need to unlock the code of Effective Relationships to do so. Influence is one of the keys that unlock that code. This course is the third in a series of courses that cover our "VITAR" framework. The course includes:What is a InfluenceInfluencing skillsPersuading different personality typesDealing with difficult people and conversations.To understand where this course fits into the Relationship Management Series, Search for the FREE course in Relationship Management / Overview by Jon Baxter.Benefits of applying the VITAR Framework workshop techniques:Become a Trusted AdvisorPosition your team towards this TRUSTED goalRecognise the fundamental principlesCheck-in with your influencing behavioursUnderstand AND practice "soft skills"Enable Clearer Communications.Manage expectations consistentlyAdjust your style of engagementStart with your audience's challenges in mindEarly and Senior EngagementAccess Decision Makers earlier in the evolution of ideas based on trust and credibility.Inspire confidence to deal with Senior StakeholdersGain Role ClarityBest practices for enabling relationship managementClarify a colleague's contributionHold people to account
Overview
Section 1: Introduction
Lecture 1 Introduction
Section 2: Main Course - Influence
Lecture 2 Definition of Influence
Lecture 3 Influence Competence and Skills
Lecture 4 An Example of an Influence Journey
Lecture 5 Becoming Self-Aware
Lecture 6 Listening
Lecture 7 Assignment 1 - Your Personal Story
Lecture 8 The Click Down Tool
Lecture 9 Assignment 2 - Listening Exercise
Section 3: Main Course - Persuasion
Lecture 10 What's In It For Them?
Lecture 11 The Engagement Styles
Lecture 12 The Boss
Lecture 13 The Accountant
Lecture 14 The Marketeer
Lecture 15 The Co-worker
Lecture 16 The Persuasion Checklist
Lecture 17 Assignment 3 - Persuasion Roleplay Exercises
Lecture 18 Difficult Conversations
Lecture 19 Communications Checklist
Lecture 20 Questions to Reflect on
Section 4: The Big Picture
Lecture 21 The Big Picture
Section 5: Bonus Section
Lecture 22 Bonus Next Steps
Ideal for Junior Managers new to the role Typical roles include Customer Success Managers, Account Managers, Business Analysts, Service Managers, Product Managers, Project Managers, Business Partners and Solution Architects.

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