Details

Influencing others is one of the primary tasks of modern leaders. How does one do this effectively? Does one target behavior, thought, or belief?  To learn the latest research insight about how to influence others, consider the annual offering of Influencing to Win: Seizing Opportunities. Effective leaders see what needs to be done, understand all the forces at play and have the courage to initiate action.

Designed for executives who are wrestling with their effectiveness in recognizing opportunities, leading others and timely decision making, this program integrates the skills of analytical decision making with the challenges of leadership. Participants will increase their levels of influence and authority in any situation, improve their abilities to take advantage of opportunities and will leave the program with a detailed plan for managing a difficult relationship.

The fee covers all program materials, program-related meals and housing in a private room at the Inn at Darden for the specified program dates.

This program counts as one week toward earning a Certificate of Specialization.

Audience

• Emerging leaders who want to stretch their abilities to influence others and create change. 
• Executives and managers who wish to become more influential in their face-to-face relationships.  
• Managers involved with partner, supplier, customer, and employee relationships. 
• Those who want to advance their leadership and decision-making capabilities. 

Participant Profile

• Chief Technology Officer
• Directors of several functions
• Managers of several functions
• Senior Accounting Officer
• Trade Commissioner
• Senior Vice President/Vice President

Industry Representation 2005-2011

• Banking/Finance
• Chemical
• Defense Contractor
• Insurance
• Military
• Non-Profit
• Oil/Refineries
• Pharma/Biotech
• Telecom
• Tobacco
• Transportation
• U.S. Government

Benefits

Participants will return to the workplace with:

• A detailed action plan for managing a difficult relationship.
• Comprehension of the various methods and impact of targeting behavior, thought and beliefs.
• Greater ability to influence without authority.
• Knowledge of the latest research on influencing others.
• Awareness of the difference between power, manipulation, influence, and force.
• Understanding of the pros and cons of problem solving versus creation. 

Topics

• Analyzing Decisions
• Building World-Class Teams — and How They Die
• Creating World-Class Performers in Thirty Minutes or Less
• Finding and Pushing the Right Buttons
• How to Create Significant Emotional Events
• Identifying, Analyzing, and Reinventing Your Biggest Problem Relationship
• Influence Techniques
• Leveraging Your Insights
• Recognizing and Seizing Your Opportunity in Time
• Secrets of Persuasion and Motivation
• The Application of Logic, Data and Science in Influencing Others
• The Influence Power of Passion
• The Use of Force and Dealing With Difficult People
• Variations in Buy-In and How to Manage Them

Special Feature

Business Challenge Application: Executives bring to the program a current, difficult business relationship they are facing in the workplace. Throughout the course, participants will directly apply the learned skills and techniques to their specific challenges, and will take home the tools for best practices and strategies for potential solutions.

Faculty

Robert L. Carraway
John L. Colley, Jr., Research Associate Professor of Business Administration;
Senior Associate Dean for Degree Programs

James G. Clawson
Johnson & Higgins Professor of Business Administration