Communicating with Influence Training Course

Participants can construct evidence-based messages that make a clear and credible case for action.

• Ethos, logos and pathos establish credible persuasive appeals
• Claim-evidence-reasoning structure converts technical content into defensible recommendations
• Source credibility combines expertise, trustworthiness, relevance and transparent limitations
• Message maps organise headline, supporting arguments, proof and requested action
• Concrete examples make abstract risks, choices and benefits easier to judge
• Framing contrasts loss avoidance, gain creation and duty-based arguments
• Plain-language editing removes qualifiers, jargon, passive voice and buried requests

Participants can use listening and questioning techniques to identify interests, concerns and misunderstandings.

• Active listening distinguishes content, emotion, intent and unstated interests
• Open questions elicit context before proposals or recommendations are offered
• Paraphrasing tests meaning without merely repeating the speaker's exact words
• Ladder of Inference checks assumptions behind conclusions and reactions
• Summarising agreements, concerns and next steps prevents false alignment
• Strategic silence creates space for reflection, disclosure and considered responses
• Question funnels move from broad exploration toward decision-critical specifics

Participants can make direct requests, set boundaries and disagree constructively without unnecessary conflict.

• DESC scripting structures difficult requests around facts, effects and agreements
• Assertive language states boundaries without aggression, apology or unnecessary justification
• Advocacy-inquiry balances a clear position with genuine curiosity
• Broken-record technique repeats a reasonable request under persistent pressure
• Refusal messages protect relationships while declining scope, timing or ownership
• Conditional commitments specify what support, authority or evidence is required
• Face-saving options preserve dignity when stakeholders need to change position

Participants can plan ethical influence approaches for stakeholders with differing interests and power.

• Reciprocity, consistency, social proof, authority, liking and scarcity influence choices
• SCARF assesses status, certainty, autonomy, relatedness and fairness concerns
• Coalition mapping identifies sponsors, blockers, persuadables and neutral observers
• Influence currencies exchange valued resources without coercion or concealed trade-offs
• Pre-suasion prepares attention before the substantive request is made
• Sequencing asks builds commitment through proportionate, credible interim decisions
• Ethical influence tests transparency, consent, proportionality and conflicts of interest

Participants can prepare and lead conversations that move disagreement towards workable agreements.

• Interest-based negotiation separates people, interests, options and objective criteria
• BATNA analysis sets walk-away limits before consequential conversations
• Preparation sheets define desired outcomes, concessions, questions and red lines
• Reframing converts positional disagreement into a problem both parties can solve
• Trade-off packages create choices rather than single-demand deadlocks
• Calibrated questions surface constraints without forcing premature concessions
• Closing language records commitments, owners, dates and escalation routes

Participants can deliver concise briefings that help senior audiences assess options and decide.

• BLUF openings state the bottom line before supporting detail
• Pyramid Principle structures recommendations beneath mutually exclusive supporting arguments
• Audience-centred narratives link evidence, consequences, options and decision requests
• Signposting phrases guide listeners through complex reasoning and transitions
• Slide headlines express conclusions rather than label subjects or sections
• Data commentary explains significance, uncertainty and implications beyond displayed numbers
• Executive briefings end with a precise decision, owner and deadline

Participants can use voice, body language and virtual meeting methods to communicate with authority.

• Vocal pace, pausing and emphasis increase clarity during high-stakes delivery
• Posture, gesture and eye contact reinforce rather than contradict verbal messages
• Camera framing, lighting and audio support credible live-online presence
• Remote facilitation uses polls, chat and breakout prompts purposefully
• Managing interruptions protects agenda control without dismissing valid contributions
• Question handling acknowledges uncertainty while maintaining authority and candour
• Three-part responses answer, explain and reconnect questions to the decision

Participants can address poor performance, disagreement and tension with clarity and respect.

• Feedback uses Situation-Behavior-Impact statements and agreed future actions
• Radical Candor distinguishes direct care from ruinous empathy and obnoxious aggression
• Nonviolent Communication separates observations, feelings, needs and requests
• De-escalation names concerns, slows pace and restores shared purpose
• Conflict styles identify competing, avoiding, accommodating, compromising and collaborating responses
• Emotion labelling reduces defensiveness by naming apparent feelings tentatively
• Repair conversations address impact, accountability, apology and changed behaviour

Participants can assess communication results and build an action plan for priority workplace situations.

• Communication audits compare intended messages with audience interpretations and outcomes
• After-action reviews identify what influenced decisions, resistance and follow-through
• Personal influence goals specify stakeholder, outcome, message, channel and date
• Message rehearsal plans anticipate objections, evidence gaps and response choices
• Feedback loops gather observable data on clarity, trust and commitment
• Influence action plans schedule preparation, conversations, follow-up and review
• Progress measures track commitments secured, decisions advanced and relationships strengthened