A case study providing an opportunity to practise analysis and design of influencing strategies. It is particularly relevant for managers who are required to influence senior management and Board colleagues. Allow one hour for completion.
This case study, set in a chocolate manufacturing organisation, explores the problems associated with office politics in an established team. Allow 50 minutes for completion.
This case study will be created by individual participants during a workshop using past or impending real work situations. In doing this they can explore how they might approach their situations, taking into account potential resistance and sources of motivation. Allow an hour for completion.
A case study set in a business club, focusing on workplace gossip and political blunders. Allow 40 minutes for completion.
An individual self-diagnostic designed to get participants thinking about how they would react to situations at work, and whether they would exit, stay loyal or use their influence (voice). Allow 20 minutes for completion.
This diagnostic is appropriate for employees who currently have a problematic relationship with their boss. It analyses past relationships to find the key to improving this relationship. Allow 50 minutes for completion.
An individual diagnostic aimed at management or senior management, designed to prompt thinking about the nature of the organisation’s mind-set: entrepreneurial or bureaucratic. Allow ten minutes for completion.
Find out how well you play the politics game with this simple diagnostic. Allow about 20 minutes.
An individual diagnostic providing a framework that will help participants consider how to influence individuals or groups directly or indirectly. It encourages consideration of the sources of influence. Allow 30 minutes for completion.
This exercise provides a framework for participants to assess the people they have influence over, and helps to identify both what they have in common, and how to build on this. Allow 20 minutes for completion.
A group/paired exercise designed to share experience and reflect on real life influencing strategies and methods. Allow 45 minutes for completion.
A short exercise designed for small groups to identify who they consider to be great influencers and why, providing a practical grounding to influencing. Allow 15 minutes for completion.
A group exercise encouraging participants to explore their feelings when they have been unable to influence something or someone. By thinking about current and past examples where they have been unable to exert any influence, participants will appreciate the importance of developing their influencing skills and begin to formulate ideas on how to influence situations in future. Allow 25 minutes for completion.
A short exercise for small groups to explore rapport and its importance when influencing. Allow 20 minutes for completion.
The aim of this exercise is for participants to experience preparing for a negotiation, and then conduct it, using a simple scenario. Allow up to an hour for completion.
An exercise suitable for those with previous negotiating experience. It allows participants to learn from their own and others past experiences. Allow 45 minutes for completion.
A diagnostic to help individuals recognise which behaviour type they commonly portray, followed by an exercise to help structure thoughts and actions to develop assertiveness. Allow an hour for completion.
This exercise encourages participants to explore how people react when they speak to them or try to influence them. It is vital that participants increase their awareness of other people and their specific needs if they are to truly develop their influencing abilities. Allow 35 minutes for completion.
This exercise is designed to help participants recognise the style of influencing that they have used, or that has been used on them, and assess their appropriateness. Allow 20 minutes for completion.
An exercise to help individuals plan their approach to a specific situation where they will need to act assertively. No separate facilitator’s guide is required.
A role-play providing an opportunity for participants to practise selling a benefit as opposed to describing features when persuading. It also consolidates related skills such as presentation, body language, and use of voice.
An outline of a technique used to manage manipulation and high pressure tactics.
A set of overhead slides on influencing skills, which could be used in a workshop or presentation.
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