Back to homepage Contact us  
List of training courses View trainer's profile

Course Details


Leadership is about influencing others towards achieving a common goal.  People in the leadership position are expected to be competent at listening to ideas, correctly interpreting what is being communicated, motivating, presenting ideas, giving clear specific directions, and explaining procedures and goals. Very often subordinates, peers, superiors cannot agree on job standards. Long working hours and fast-pace working environment can also put tremendous pressures on the leaders who are expected to deal with stressful employees and yet always to set a good example for others.  Ignoring these stressful & difficult situations, they will get worse become difficult people.  The best solution is to confront those difficult situations early, using one's leadership influence and effective communication skills to steer those difficult people into productive ways to achieve organizational goals.  But how?  By getting organized, following certain workable principles, persuade and communicate expectations effectively. At the the same time working out a plan of actions and then confronting the situation and handling people becomes easier and more manageable.  Influencing or persuasion skills are not an inherited ability; it is a learned skill developed through training and practice.  Good influencing skills foster close collaborations, garner initiatives, involvements and commitments from others.  It has the ability to attract others to be constructive and productive. This course provides the foundation: basic principles, key action processes and practices for leaders to acquire the basic skills to manage their people.  Participants will learn to acquire these essential skills through workshop-style exercises, group discussions, video, and role-play scenarios.



At the end of the course, participants will be able to:

  • Describe the importance and benefits of effective communication and influencing skills in leadership functions.
  • Persuade other using the Ethos, Logos and Pathos reasoning approach
  • Use verbal & non-verbal communication techniques such as:
    - Active Listening technique to understand other's motivation and needs
    - 3A's (Acknowledge, Appreciate, Accept) to reduce resistance
    - 'Ask Vs Tell' questioning & 'Thoughts-Transfer' techniques to direct other toward the persuasion process.
  • Apply basic Human Relation Principles to:
    - stay focused on the issues, situations and behaviors, not on the person
    - maintain the self-esteem and self-confidence of others
    - to reinforce other person's autonomy.
  • Recognize and use the Science or Shortcuts of Persuasion.
  • Use the Persuasion Process and Instant Influence Key Actions to influence others.


For maximum learning impact and retention, this course uses the following learning methods:

  • Communication games and Small Group discussions
  • Individual and group exercises.
  • Video, case studies and role-play
  • Small group discussions and presentations
course contents:
Part I – Introduction
  • What is Influence/Persuasion?
  • Character Vs Personality. Circle of Influence.
  • Why influence others?
  • What makes others want to change?
Part 2 –Communication Skills
  • Importance of 'Seek first to Understand'
  • Verbal & Non-verbal cues
  • Attentive Listening technique
  • Connecting with others through 3As:
    - Acknowledge
    - Accept
    - Appreciate
  • 'Ask Vs Tell' questioning technique
Part 3 –Human Relations Principles
  • Focus on behavior, issues, situations
  • Maintain Self-esteem & Self-confidence of others
  • Reinforce other person's Autonomy
Part 4 – Science (or Shortcuts) of PERSUASION
  • Six tactics or shortcuts:
     - Reciprocity
    - Scarcity
    - Consensus
    - Authority
    - Consistency
    - Liking
Part 5 – Influencing Process
  • Ethos, Logos, Pathos Reasoning Approach
  • Understand other's motivation and needs
  • Establish credibility
  • Frame for common ground
  • Engage in joint problem solving
  • Support preferred outcome with Logic & Reasoning

Part 6 – Steps to Instant Influence

  • Why might you change?
  • How ready are you to change? Why not?
  • Imagine you've changed, what would be the positive outcome be?
  • Why are those outcomes important to you?
  • What's the next-step, if any?


who should attend:
  • - Managers, Department Heads, Staff Engineers and Frontline Leaders who have people reporting to them directly or indirectly.
administrative details :
Duration : 2 days
Time : 9.00am - 5.00pm
Venue : In-house or public program
Language medium : English
Trainer :
Nelson Kok (please click here to see trainer's profile)
Home | Courses | Trainer Profile | Testimonials | Contact Us
Train for Personal Effectiveness and Organizational Growth
2014, All Rights Reserved.