WORKSHOP OVERVIEW
Getting results is a key concern of leaders and managers. It is much easier to get things done and thereby results from people whom we have control and authority over. However, getting results from others who are not reporting directly to the manager or leader is a challenging task. Gone are the days when managers practice the command and control approach. In this era of globalization and virtual communication, the use of authority to get results is no longer effective. What is needed today is the use of collaboration and influence.
When dealing with decision makers like bosses, colleagues, staff members or senior management, persuasion and influence are the keys to obtain buy-in. Your job requires you to influence people just about all of the time. It may take the form of gaining support, inspiring others, persuading other people to become your champions, engaging someone's imagination, creating relationships.
Persuasion and influence help you to earn cooperation from co-workers and ensure your voice is heard and make you a better leader. The real skill is learning how to influence through commitment, loyalty and trust, rather than through mere compliance or, at worst, coercion. A win-win thinking is essential in addition to an understanding of personal power, persuasion and negotiation. The use of authority to influence is not the norm to be used in a new generation of employees of today. The ability to hone on the skills of persuasion and influence spells the difference between success and failure.
COURSE OUTLINE
1. UNDERSTANDING PARADIGMS
o What are Paradigms?
o How Paradigms Affect Behaviour and Results
o Using Paradigms for Quantum Changes in People
o Break through requires Break with thinking
2. BUILD RELATIONSHIPS WITH DECISION MAKERS
o Look at needs and interests of others
o Thinking Win-win
o Winning with people, not over people
3. USE OF POWER AND INFLUENCE TO GET RESULTS
o Sources of Power of individuals and organizations
o Use of Power
o Understanding Influence and power
o Power and Influence in action
o Political competence
4. APPRAISE THE SITUATION TO INFLUENCE OTHERS
o Take the pulse of organizational climate to diagnose the culture
o Influence and Culture in terms of Norms and Rituals in the Organization
o Influence and Relationships towards building Collaboration and Partnerships
5. USE STRATEGY AND INFLUENCE TO GET RESULTS
o The Need for Systematic Influence and Persuasion
o The Principles of Persuasion
o The Eight Tactics of Persuasion
o Expressive and Receptive tactics
6. USE A ROADMAP TO PERSUADE AND INFLUENCE PEOPLE
o Action Plan
o Developing the Will to exert Influence
o Persuasion styles
o Follow-up
THE TRAINER
Dr. Khoo Cheok Kau is an experienced facilitator and human resource practitioner for several multi-national companies in Malaysia. He had conducted the workshop on management and leadership for Intel, Agilent, Honey Avionics Aerospace, United Overseas Bank, Petronas, British Petroleum Singapore, Citibank Jakarta and Motorola (partial list only).
He is the only Cialdini Method Certified Trainer (CMCT) in Malaysia and among the current 29 CMCTs in the world, personally trained in the Principles of Persuasion and certified by Professor Dr. Robert B. Cialdini who is the world’s most cited social psychologist in the field of persuasion and influence.
He regularly facilitates training in Malaysia and other Asia Pacific countries and also in the Middle East. He is listed in The International Who’s Who of Professionals and recently has been appointed as advisor to Harvard Business Review. He is also registered as an approved trainer by PSMB and registered with the International Coach Federation.
Mr. Khoo received his training as a facilitator in the U.S.A for The Leadership Challenge Workshop which is based on “The Leadership Challenge” by best-selling authors Jim Kouzes and Barry Posner. He is also a Certified Marshall Goldsmith Stakeholder Centered Coach and is a registered coach with the International Coach Federation.
ADMINISTRATIVE DETAILS
COURSE FEE RM1200 (FMM Member) / RM1350 (Non-Member) per participant
(The fee includes luncheon, coffee/tea breaks and notes)
DRESS CODE Office Attire
REGISTRATION Participation in the programme is based on a first-come-first-served basis. Cheques made in favour of the “FMM Institute” should be forwarded on or before programme date to the FMM Institute, Northern Branch, Bandar Seberang Jaya. Participants who registered but did not attend, will be billed accordingly.
CANCELLATION There will be no refund for cancellation within 2 days prior to the programme, 50% for cancellation between 3 – 6 days and full refund for cancellation 7 days prior to the programme. Please inform in writing if you intend to cancel. A replacement can be accepted at no additional cost.
ENQUIRIES FMM Institute (Penang Branch)
No 2767, Mukim 11, LebuhTenggiri 2, Bandar Seberang Jaya,
13700 Seberang Perai, Penang
Nazliza E-mail:
Tel: 04-6302052/50/51
Fax: 04-6302054
THE POWER OF PERSUASION & INFLUENCING SKILLS21-22 August 2017
Training Venue:
Olive Tree Hotel, Penang
For further details please contact: FMM Institute Penang Branch
Ms Nazliza / Ms Norazwani
E-mail:
Tel: 04-6302052/50
Dear Sir/Madam,
Please register the following participant for the above programme:
1. Name :______
Designation : ______
Email:______
2. Name :______
Designation : ______
Email:______
3. Name :______
Designation : ______
Email:______
4. Name :______
Designation : ______
Email:______/ Submitted by :
Name: (Mr/Ms)______
Designation:______
Company:______
Address:______
______
______
______
Tel :______
Fax:______
Email:______
Membership No. : ______