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Full Description

The full description of the

Influencing for Results in Organisations course

Theoretical background:

The theory and models in the course are based on the work of Karen Horney, Kurt Lewin, Fritz Perls, Carl Rogers, Bob Samples, Sonia Nevis, Edwin Nevis, Roger Harrison, David Berlew, Albert Mehrabian, Marianne Erdelyi, George Simons, Sue Craig, and Walt Hopkins. 

Detailed notes and background on the theories are provided in Walt’s book Influencing for Results in Organisations (Libri, 2012).

Learning Process:

Before the course: 

Assessing current influencing skills in discussions with five colleagues using web-based Results Record questionnaire: available in 35 languages from Arabic to Zulu

Planning a specific OIC (Organisational Influencing Challenge)

Choose an actual upcoming situation in which you need to influence a group of people and then choose one of those people to focus on

Think of 3 times in the past when you successfully influenced a group of people

Answer 7 detailed questions about your OIC

Identify at least 3 CSFs (Critical Success Factors) in your OIC and complete a CSF analysis on each one

On the course:

Assessing current influencing skills by using physical exercises to learn the four influencing energies (Red, Blue, Green, Purple), then doing the OIC (Organisational Influencing Challenge) on video, and then analysing it three times for words, music (tone of voice), and dance (gestures and facial expressions)

Exploring each energy (Red, Blue, Green, Purple), to increase the range of choices in any situation, to increase the awareness of values that help and hinder each energy, and to increase the congruence of words, music 

Planning the OIC (Organisational Influencing Challenge) by going through the 7 steps of Starting, Success, Strategy, Self, Situation, System, Sustaining

Focus on Starting by paying attention to the three crucial issues of Ethics, Culture, and Resistance

Focus on Success by imagining Success with OIC, analysing CSFs (Critical Success Factors) and key stakeholders, discussing Success with OIC Team (three colleagues), and making a video of the OIC

Focus on Strategy by reviewing stories of how others made Strategy choices and then clarifying the criteria for making Strategy choices, learning how to implement the four Strategy choices (Red, Blue, Green, Purple) via the four energies (Red, Blue, Green, Purple), then looking at use of Strategy on the video of the OIC

Focus on Self by looking at seven Self issues and the four choices within each issue, noticing that each choice matches one of the four Strategy choices (Red, Blue, Green, Purple), with emphasis on Intentions, Process, and Organisational Culture

Focus on Situation by looking at seven Situation issues and the four choices within each issue, noticing that each choice matches one of the four Strategy choices (Red, Blue, Green, Purple), with particular emphasis on Networking and Credibility

Focus on System by looking at how to build Coalitions, using the RAINBOW model

Focus on Sustaining by setting up a Support Team, and using the OIC Plan and the Which Strategy When: A Guide to the Rainbow  

Practising the skills of influencing in informal situations and looking through the set of exercises in the manual to use after the course to continue practising the skills

Applying the learnings of the course to the OIC by rehearsing the OIC on video and getting intensive feedback and coaching from colleagues and the trainers on how to use the skills of all four energies (Red, Blue, Green, Purple) to get the four different results of a Deal, a Solution, Understanding, or Cooperation

After the course:

Practising the skills of influencing in informal situations using the set of exercises

Applying the learnings of the course by implementing the OIC for real and by applying the learnings to other actual OICs back at work

Assignments:

Before the course: 

Complete the web-based Results Record questionnaire with five colleagues

Hold twenty-minute feedback discussions with each of the five colleagues 

Think of 3 times in the past when you successfully influenced a group of people

Choose a specific OIC (Organisational Influencing Challenge): an actual upcoming situation in which you need to influence a group of people

Answer 7 detailed questions about your OIC

Identify 3 CSFs (Critical Success Factors) in your OIC and do a CSF analysis

Set goals for the course

On the course:

Do the OIC on video

Give and get feedback in OIC team

Assess current skills with the four energies

Explore new skills with the four energies

Plan the OIC from the perspectives of: Success, Strategy, Self, Situation, System

Apply the four Strategies to the OIC by rehearsing it on video

After the course:

Implement your OIC back at work

Apply your learnings to other situations at work

Continue meeting with your OIC team (face to face or virtually) to give and get feedback and to offer support and challenge on applying your learnings

Continue practising the influencing skills in informal situations

 

Materials:

Influencing for Results in Organisations: 400 page hardcover book by Walt Hopkins, published in 2012 by Libri Publishing

Guidebook to Influencing for Results: 100 page training manual with models, exercises, feedback forms, and articles on Feedback, Appreciative Inquiry, Developing a Whole Organisation Culture, and Journaling

Learnings Journal: Blank book in which to record learnings during the course

Journaling in Small Groups: 28 page booklet on journaling as a learning process

Energy Cards: Set of 40 cards in four colours to practise using the four energies