Influencing for Results

Course Description

This practical one-day programme is designed for managers, team leaders and management teams across functions and sectors. It develops participants' ability to turn ideas and recommendations into stakeholder commitment and action. Using realistic management scenarios, such as gaining support for change, agreeing priorities, securing resources and improving collaboration, participants explore how to adapt their approach to different stakeholders, build credibility, communicate persuasively, challenge constructively, handle resistance and gain commitment without always relying on positional authority. The emphasis throughout is on practical application to day-to-day management and team leadership.
1 Day
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Target Audience


Managers, Team Leaders and Management Teams Across Functions and Sectors


Course Objectives

Understand the role of influence in management, team leadership and collaboration across functions.
Identify key stakeholders and select the most appropriate influencing approach.
Adapt communication to different audiences, roles and levels of subject knowledge.
Translate information and analysis into clear messages that connect with stakeholder needs and organisational priorities.
Build credibility through evidence, expertise and professional judgement.
Present recommendations in a compelling and structured way.
Challenge assumptions and decisions constructively.
Use purposeful questioning and listening to uncover stakeholder needs and concerns.
Handle resistance, objections and competing viewpoints professionally.
Influence effectively without relying solely on authority or hierarchy.
Navigate difficult stakeholder conversations while maintaining productive relationships.
Build commitment and move conversations from discussion to agreed action.



Course Outline

The Role of Influence in Management and Team Leadership
Understanding Your Stakeholders
A Structured Framework for Influence
Turning Information and Ideas into an Influential Message
Building Credibility and Persuasive Impact
Asking, Listening and Diagnosing Before Influencing
Constructive Challenge in Management Conversations
Handling Resistance and Objections
Influencing Across Competing Priorities
Negotiating and Reaching Agreement
Moving from Influence to Action

Participant Takeaway

Participants leave with a practical Influencing Toolkit, including:
Stakeholder Influence Map
Influencing Conversation Framework
Constructive Challenge Framework
Objection-handling questions
Negotiation checklist
Personal action plan.

The overall objective is to enable managers and their teams to build credibility, challenge thinking constructively, shape decisions, gain stakeholder commitment and turn agreed priorities into action.
Executive DevelopmentInfluencingInfluencing skills