Course Description

The acid test of a good plan is the willingness of others to implement it. A key skill relevant to leaders at all levels is the ability to positively influence people in such a way that others willingly alter their thoughts and plans.

One's level of influence can be dramatically improved by carefully adjusting ideas to the concerns and communication styles of others, and by formulating ideas in a compelling way. As influencing skills are used more often, resistance to change decreases along with the need to use authority / positional power, leading to stronger relationships and increased commitment.


Results you can expect:

  • Improved odds of getting good ideas adopted in the organization
  • Improved ability to influence peers and superiors
  • Reduced resistance to change
  • Reduced reliance of the use of authority / positional power
  • Improved relationships
  • Increased commitment to new ideas


Target Audience

This course is relevant to people at all levels (including senior leaders) who would like to improve their level of influence without relying on positional power.

Course curriculum

  • 1

    Introduction

    • Introduction

    • Resistance To Change

    • The Process
  • 2

    Influencing Model

    • Adapting To Social Styles

    • Personal Power

    • Clarify "what" and "why"

    • Analyze Stakeholders

    • Adapt To Stakeholders

    • Challenges & Typical Questions

    • Construct Your Pitch

    • Stimulate Emotions

    • Features & Benefits

    • Persuasive Argument

    • Manage Conflict Modes
  • 3

    Final Word

    • Final Word

Russel Horwitz

Principal at Kwela leadership and Talent Management

Russel is one of Kwela’s two founders and his expertise includes leadership development, team development, executive coaching, and training on a wide variety of topics. He has worked extensively as a leadership consultant / trainer since 2004 across a wide variety of sectors, including government, publicly-held, private and non-profit.  Russel's experience also includes 14 years in the high technology/engineering sector, where he held management roles in product development, marketing, customer service and training. Russel holds a Masters degree in Engineering from the University of Cape Town, South Africa

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