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?

100%

of our clients would recommend Alpha to a colleague or peer

90%

of a cohort was promoted within 2 years after participating in an Alpha course.

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.

Knowledge Exchange Evangelists

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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The team are so friendly and pleasant to work with, everyone is very professional and keen to help us. Building a relationship over the past couple of years helps us to feel like the Alpha team are even more able to understand our needs and provide more proactive solutions.