Expand Your Impact:Influencing Skills

INFLUENCING OTHERS
Terry A. Mroczek
Individual & Organization Development Consulting
© 2015 Terry A. Mroczek
Skill-building for the 21st
Century Workforce who must
integrate their efforts with
others to get results

EXPAND YOUR IMPACT:
Influencing Others
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Thank-you.

EXPAND YOUR IMPACT:
Influencing Others
The Need is Driven by:
In complex organizations, power and hierarchy is no
longer the most powerful currency…
High quality information and a variety of perspectives
are requirements for implementation success…
Change is initiated from a wide range of sources…
Change agents must use their currency, influence, to
positively impact the organization.
Terry A. Mroczek
610.223.7975 TerryMroczek@gmail.com

EXPAND YOUR IMPACT:
Influencing Others
Most of the conventional wisdom about influence comes from
persuasive tactics; those approaches that get other people to do
what you want them to do.
Today’s understanding of influence is that it is more complex than
a single technique, it carries risk for failure and negative
ramifications for the long term credibility of the person who is
doing the influencing.
We also know that influence doesn’t happen in a vacuum and the
person to be influenced isn’t a blank slate who is simply a
passively receptive party in the interaction.
Terry A. Mroczek
610.223.7975 TerryMroczek@gmail.com © 2015 Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
INFLUENCE
PERSUASION
INFLUENCE
AND
PERSUASION
Influence is much broader and
more complex than persuasion
Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others…
…is a course that incorporates a
broader view of the reality of
influencing in 21st Century complex
organizations.
Here are the content details…
Terry A. Mroczek
610.223.7975 TerryMroczek@gmail.com © 2015 Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
Learning Objectives:
1. Understand and apply knowledge about the context of
influencing
2. Assess receptivity of your “PTI” (Person to be Influenced)
3. Assess and build influencing capability
4. Apply effective tactics considering all three “gears of influence”
5. Leave with a set of action steps and strategies for influencing
your PTI and becoming more influential
Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
Situation /
Organizational
Context
The Three Gears
of Influence
Terry A. Mroczek
…work together to
determine the
success or failure of
influencing

Participants will also consider the following:
Do you want to simply influence others to accept your
idea, proposal, recommendation?
or
Do you want to be more influential?
Each requires unique skills.
EXPAND YOUR IMPACT:
Influencing Others
Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
Course Features:
Examples of current issues relevant to
influencing
Group and individual exercises
Film clip demonstration
The Influencing Approach Assessment
The Influencing Strategy Tool
Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
The Influencing Approach Assessment
Designed to identify over- and under-use of
approaches, the IAA provides insight into
choosing appropriate approaches given the
organization context and receptivity of the
person to be influenced.
Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
Approach Description
Articulating Communication that gets and keeps attention, clear
and direct message delivery
Building Partnerships Identification of common goals, listens to other’s views
and input
Relationship Building Understanding the other person, attentive to their
responses and flexibility
Data / Rational Substantial evidence, logical argument with facts &
data
Enthusiasm Expressed passion and strong belief in point of view
that is obvious to all
Higher Authority Linkage to overall organization, use of legitimate power
Influencing Approach Assessment Dimensions
Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
Influencing Strategy Tool
Captures specific actions designed to
raise the likelihood that the influencing
will be successful
Considers all three “gears of influence”;
organization context, receptivity and
capability
Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
KEY INFORMATION
Target audience: Middle Managers, Supervisors,
Individual Contributors who work cross-functionally to
get results
Length of class: 1 day
Class size: Maximum of 15 participants
Materials Provided: Participant Course Content
Manual, Influence Approach Assessment and
Influencing Strategy Tool
Terry A. Mroczek

EXPAND YOUR IMPACT:
Influencing Others
To schedule a class or get more
information, contact:
Terry Mroczek
TerryMroczek@gmail.com
610.223.7975
Or visit
TerryMroczek.com
Thank-you!

Expand Your Impact:Influencing Skills

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