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Pre-Program Assignment
Participants read an
introduction to the Situational Influence Model and collect
data from themselves and work associates on the
participant's use of various Influence Styles in different
work situations. They identify two potential “Critical
Influence Situations” and document their efforts in those
situations. During the Program, they will have an
opportunity to analyze, plan, and practice different ways of
dealing with one of those situations.
Day One
8:00 am | Program Introduction
We clarify Program objectives, define positive
power and influence, and explain Program activities and
procedures.
9:30 am | Self
Assessment: Consensus Decision Making Exercise
Participants engage in a simulation, video-taped for later
review, that provides them with an opportunity to use their
current influence skill.
10:15 am | Break
10:30 am | Giving and Receiving Constructive Feedback
Participants learn a process for giving and receiving
feedback, then provide feedback to each other on their
performance in the previous Self-Assessment exercise.
11:00 am |
Influence Energy, Styles, and Behaviors
Participants explore the Situational Influence Model, learn
the behaviors associated with each Style, and clarify their
understanding of each Style as it is used in organizational
settings.
12:00 pm | Lunch
1:00 pm | Assessing Influence Styles
Participants practice a method of identifying (“coding”)
Influence Styles.
1:30 pm | Tape
Review: Self-Assessment Exercise
Participants code their use of the Influence Styles from the
video of their Self-Assessment exercise and give each other
feedback on Style use.
2:35 pm | Break
2:50 pm | ISQ
Profile Analysis
With their new knowledge of the Situational Influence Model,
participants begin the process of interpreting the responses
they received from their associates on the Influence Style
Questionnaire (ISQ) in the Pre-Program Assignment. In the
evening assignment, participants explore the ISQ messages
beyond the level of the Profiles.
3:20 pm | Exploring
Alternative Styles
Participants engage in intensive skill practice exercises to
explore their ability to use the Styles of Persuading and
Asserting.
4:35 pm | Day One
Review/Evening Assignment
Participants complete the ISQ worksheets and a variety of
background readings.
4:40 pm | End of
Day One
Day Two
8:30 am | Exploring
Alternative Styles (continued)
Participants engage in intensive skill practice exercises to
explore their ability to use the Styles of Bridging and
Attracting. They also learn how to manage tension in
influence situations through the use of a technique called
Disengaging.
11:30 am | ISQ
Profile Analysis
Participants document their interpretations of the
“messages” obtained from the ISQ Worksheet analysis of the
previous evening. They consult with other group members on
their interpretation.
12:30 pm | Lunch
1:30 pm | Skill Practice
Participants select and engage in simulations that allow
them to practice the Styles they have targeted for
improvement. They choose activities from among a wide
variety of roleplays, practices, and other exercises. Most
activities are recorded on video for later review and
feedback.
4:55 pm | Day Two
Review/Evening Assignment
Participants complete background readings.
Day Three
8:30 am | Day Three
Preview
8:40 am | Five-Step
Planning Process
Participants learn a five-step process for diagnosing and
planning for any influence situation. They practice the
process by applying it to a generic case.
9:40 am | Planning
for Application
Participants complete an application plan for their own
real-life Critical Influence Situation, then consult with
each other on their planning.
11:10 am | Critical
Influence Situation Rehearsals
Participants rehearse their Critical Influence Situation in
a small group. A partner plays the actual target, and one or
two others coach the influencer. The rehearsal is recorded
for review after the Program.
12:00 pm | Lunch
1:00 pm | Critical
Influence Situation Rehearsals (continued)
3:30 pm |
Continuing Self-Development
Participants complete a series of activities that help them
to prepare to implement their new skills back home. They
conclude the session by completing a formal program
evaluation.
End of Program
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