Any individual who wants to improve his or her influence skills. This program is especially valuable to project leaders, managers, executives, or anyone responsible for implementing change . Will be delivered in Lisbon, 30 and 31st January 2012, by Kim Barnes, Barnes & Conti (US) and organised by Sintese Azul.

1. INFLUÊNCIA
®
Exercising Influence
Building Relationships and Getting Results
Skills Development 2012

2. Exercising Influence
Building Relationships and Getting Results DEFINITION
Our definition of influence is a simple
one: moving another person toward
action without the use of direct power.
There are many ways to influence others; some are direct and some
are indirect. In this program we will deal primarily with direct influence,
whether in a face-to-face, voice-to-voice, or electronic format.
Influence is not a contest. It is a two-way process that involves
© 2011 by Barnes & Conti Associates, Inc. ALL RIGHTS RESERVED. Brought to Portugal by Síntese Azul.
relationship. Every time you influence someone you are making it either
easier or harder to influence him or her the next time.
Effective influence requires a balance between building relationships
and getting results. Both are essential to your success as an influencer.
Using effective influence skills enables you to build the relationships
necessary to get positive results with colleagues, customers, suppliers,
and others, regardless of your positional power.
Effective influence enables you to move your ideas into action
by stimulating others to support, allow, provide resources for, or
participate actively in your initiatives.
WHY IS IT IMPORTANT?
In recent years, even senior managers find that much of their
day is spent in attempting to persuade, cajole, or bargain with
people who do not report to them. For people without formal
authority (a greater percentage of the organizational population
as management structures shrink), effective influence is often the
only way to acquire the resources and support they need.
The success of the workforce depends not only on the skills and
abilities of the individuals, but on how well they are able to get
things done through other people up, down, across, and outside
their organizations. An organization’s success depends on the
“influence fitness” of its people.
SÍNTESE AZUL

3. Exercising Influence Building Relationships and Getting Results
WHO SHOULD PARTICIPATE? COURSE DATE
Any individual who wants to improve his or her influence JANUARY - 30TH AND 31ST 2012 (9:00 – 18:00)
skills. This program is especially valuable to project
(note: the organizers reserve the right to cancel and/or change the date of this
leaders, managers, executives, or anyone responsible for course. In the case of cancelation all payments received will be reimbursed)
implementing change.
Venue | Fundação Portuguesa das Comunicações (www.fpc.pt )
© 2011 by Barnes & Conti Associates, Inc. ALL RIGHTS RESERVED. Brought to Portugal by Síntese Azul.
Lisboa – Portugal
OBJECTIVES AND GOALS Price
individual | €1800 per person + VAT
As a participant, you will: early bird | €1350 per person + VAT (valid for registrations before 30th November 2011)
groups of +3 participants | €1350 per person + VAT
Use models to help develop effective influence behaviors and early bird for groups of +3 participants | €1080 per person + VAT
1
a strategic and tactical approach to influence.
Note
Evaluate how you currently use influence behaviors and
2 1 Subscriptions are not reimbursed (except course cancelation by
identify areas for development.
the organizers) but can be transferred to other participant.
Develop and practice a variety of influence behaviors which you 2 Course and course materials will be delivered in English.
3
have identified as important to achieving successful results.
4 Establish clear and powerful influence goals. Interested? SIGN UP NOW!
Design an approach for formal and informal influence situations;
5 apply the approach to a real-life influence opportunity.
SÍNTESE AZUL

4. Exercising Influence Building Relationships and Getting Results
Building Relationships and Getting Results
COURSE OUTLINE EXERCISING INFLUENCE AND MANAGING INNOVATION
1 The Nature of Influence True innovation, the creation of value from new ideas, is almost always the
product of many individuals and teams, working sequentially or simultaneously
Introduction to key definitions and concepts; identification to achieve a result. Innovators influence others to support them, to provide
of real influence opportunities for later practice resources, to be part of the team.
Ideas that succeed are not necessarily the best ideas that exist in any
2 Model Overview organization. They are ideas that other people have heard about and “bought”
Benchmark exercise; review and practice sessions – and thus have been willing to participate in developing, resourcing, and
introducing the tactics and behavior model eventually using them. Good ideas don’t sell themselves, though we often
wish they would. Influence is required at every step of the pathway along the
© 2011 by Barnes & Conti Associates, Inc. ALL RIGHTS RESERVED. Brought to Portugal by Síntese Azul.
journey of innovation.
3 Assessments
Review of feedback and development of individual learning goals
© B. Kim Barnes
4 Isometrics
Focused practice on specific behaviors with targeted feedback
5 Influence Framework
Analysis of the “big picture” affecting influence success
6 Influence Goals and Approach
Introduction to planning for influence results
7 Behavior Workouts
Planning and interactive practice and feedback in realistic situations
Influence and Communication
Influence is more than good communication
8 Planning an Influence Approach > Communication moves information
Full planning process for an important upcoming influence opportunity > Influence moves your ideas into action
> Influence produces an effect without the
use of force or command
9 Maintaining and Improving Influence Fitness
Learning summary, applications, and follow-up recommendations
SÍNTESE AZUL

5. Exercising Influence Building Relationships and Getting Results
AUTHOR
B. KIM BARNES
B. Kim Barnes is the CEO of Barnes & Conti Associates, Inc., of Berkeley,
California, an independent learning and organization development firm. She
has had over 30 years of experience as a thought leader, teacher, facilitator,
© 2011 by Barnes & Conti Associates, Inc. ALL RIGHTS RESERVED. Brought to Portugal by Síntese Azul.
consultant, coach, and author in the fields of management, leadership, and
organization development.
Kim is a frequent speaker at national and international professional
conferences and meetings on topics ranging from influence to innovation
to inspirational leadership. she has also published a number of articles in
professional journals in the U.S. and abroad. She is the primary developer
of Barnes & Conti programs such as Exercising Influence, Constructive
Negotiation, Inspirational Leadership, Intelligent Risk-Taking, and Strategic
Thinking, among others. She co-developed the program, Managing
Innovation, Driving Ideas from Strategic Initiative to Value Creation with Dr.
David Francis, the Deputy Director of CENTRIM, the University of Brighton’s
Centre for Research in Innovation Management.
The second edition of her book, Exercising Influence: A Guide for Making
Things Happen at Work, at Home, and in Your Community, was published
by Pfeiffer/John Wiley in 2007. Her most recent book, co-authored with with
Beverly Scott, is Consulting on the Inside: A Practical Guide for Internal
Consultants, published by ASTD in March, 2011. In addition, she has
published numerous articles in professional journals and books.
Kim holds a master’s degree in Human Development. Her clients include
Abbott Laboratories, Cisco Systems, CitiGroup, the Haas Business School
of the University of California, Medtronic, NetApp, San Francisco General
Hospital, and the U.S. Department of Energy, among many others. Kim
resides in the San Francisco Bay Area.
SÍNTESE AZUL

6. Exercising Influence Building Relationships and Getting Results
Barnes & Conti is a global leadership training and development company
that helps move ideas into action. Our research-based programs build What previous participants of
practical skills in areas such as influence, strategic thinking, innovation this program said:
“
management, and problem solving. We create a clear path for individuals
and organizations through the complexities of our connected world.
People continue to comment on how
helpful the training on influence is to their
Some organizations that have used Barnes & Conti’s Exercising Influence everyday lives at work and at home.
Cisco Systems Rolls Royce Thank you again.
Analog Devices
© 2011 by Barnes & Conti Associates, Inc. ALL RIGHTS RESERVED. Brought to Portugal by Síntese Azul.
Genentech Stanford University
Oracle Google
“
Kraft Swiss Re
Chubb Yahoo This is a really fine and important course.
CitiGroup NovoNordisk We shouldn’t ask so many different
people to mesh without giving them
these tools.
Cisco Systems
Sintese Azul is a trusted partner for change management, talent
management, performance management, strategic leadership and culture
design. Working with both, large and SMEs , investing in cutting-edge
knowledge to nurture their core value creators: people, talent and creativity.
Contacts
Rua Febus Moniz n.19 António Chanoca
2780-234 Oeiras antonio.chanoca@sinteseazul.com
Portugal 919 352 168
(+351) 21 4413938 Maria Ana Neves
geral@sinteseazul.com maria.ana@sinteseazul.com
965 239 326
www.sinteseazul.com