Influencing with Integrity

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Whether we realise it or not, we’re all influenced every single day by many different sources. Friends, family, experts, celebrities and even strangers we pass on the street all have the potential to impact our day-to-day behaviours and decisions. ​ But what exactly are the qualities and conditions which lead us to be influenced by another person? This course will unpick how we can influence others, with a focus on relationships and empathy over coercion and control.​

Course Content

Influence, the currency of persuasion​

  • The difference and the relationship between influence and persuasion: Influence – all about the relationship
  • Persuasion – the point of sale

Building influence into your relationships

  • The Core Concerns, five universal needs which need to be met in any relationships: Affiliation, Appreciation, Autonomy, Role and Status

The principles of persuasion​

  • Understanding the six principles: reciprocation, commitment and consistency, social proof, liking, authority, scarcity​ Exploring how to use the six principles in day-to-day situations

Course Approach

CHALLENGE​​

  • The assumption that influence and persuasion are one and the same
  • Uncover the key factors which influence human behaviour, thought and decision

CREATE​​

  • An understanding of how to build influence into your relationship
  • Appreciate the role of emotion when it comes to influence and persuasion

CHANGE​​

  • Select the right approach for each situation where you need to convince, inspire action or get buy-in

Embedding Success

Post programme activities to support the transfer of learning and building of habits.

CHALLENGE​

  • Review your network
  • Where do you need to build stronger ties in order to develop influential relationships?
  • What can you do to create influence in those weaker ties?​ ​

CREATE​

  • Build an awareness of your current influence style
  • Next time you come away from a conversation in which you need to influence, ask yourself – in that conversation was your focus on influence or persuasion?
  • And how well did your approach serve the situation?

CHANGE​

  • Take an ongoing situation in which you need to exert more influence or persuasion
  • Which two principles of persuasion could you use to get to a better outcome?​

Download

Download the course outline here.

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96%

of participants felt more confident in their role, following an Alpha commercial leadership course.

Why study with Alpha?

Innovation and creativity born from experience

We are thought leaders in instructional and learning journey design and holistic solution architects. We have extensive finance and investments experience combined with skills application to deliver performance improving results. We develop immersive learning environments that maximize time to productivity, support talent retention and added value to improving quality of hires.

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We are focused on mining the embedded organisational intellectual capital for the benefit of the next generation. We create and curate best in class practice gathered from our experience with the leading financial institutions. We design our programmes with the end in mind – what results are you trying to achieve with this intervention? What metrics will we set ourselves to achieve that?

Generation Proof

Quality and innovation, using current market and industry best practices, have made us a trusted partner in delivering dynamic and motivating training for the financial and capital markets. Our programmes are generation proof and responsive to evolving learner needs and styles. Our solutions use a multi-stakeholder engagement strategy that expands beyond relationships between the learner and learning provider. We create connections with managers, peers and the wider business to drive impactful return on investment..

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