Workshop Description
Practical, Immediately Usable Skills
By participating fully in the workshop you learn both theory and practical applications.
When you learn the influencing process, you will be able to:
• Build a foundation for influencing that is based on respect, empathy, specificity,
and genuineness
• Recognize if the person you are trying to influence is “influenceable” or not –
and whether you are getting enough “yes” or too much “no” at the moment.
• Prepare to request a behavior or a behavior change in a way that reduces your
risk and lets you confront without creating conflict.
• Stay in control of a process for requesting another person to stop, start, or continue
doing something. This includes dealing with emotional reactions.
• Save time and emotional energy by keeping communication focused on one relevant
issue (yours) at a time.
• Ask questions and give feedback in ways that do not make people defensive.
• Recognize a victim stance, and avoid falling into it when faced with a problem.
Group Interaction
The workshop is designed to allow participants to interact and practice in a focused, safe, and confidential environment. Everyone is encouraged to bring real issues to the workshop and to use the energy and creativity of the group to help plan how to apply the influencing process to a particular situation.
Instruction and Materials
Each session is led by a certified instructor who presents easy-to-understand terms and useful examples. After each session you will immediately be able to apply what you have learned. Materials include a workbook to follow and use for notes; a pocket-sized “Influencing Process Summary” to carry for easy reference; and a 130-page reference book, “Confronting Without Guilt or Conflict,” by Bob Weyant, the originator of the material.
Follow-Up Consultation
Students may request a 30-minute telephone consultation with the instructor at no charge within 30 days following the end of the course. This time can be used to discuss questions or to do role playing.
Workshop Outline
Ideally, we like to present the workshop in four 4-hour sessions. This format enables participants to practice their new learning between a number of meetings, bring questions, and share real-life experiences during the course of the training. It can also be presented in two 8-hour sessions.
Session One
• Introduction to Influencing: What It Is, Why We Need It
• The Influencing Process, Part I
- Overview of the Model
- Recognizing a “Yes” and a “No”
Session Two
• The Influencing Process, Part II
- Share Expectations
- Perceive the Response
- Deal with the Response
Session Three
• Confrontation Without Being Confrontational
- Request for a Behavior or a Behavior Change
- Converting Undesirable to Desirable Behavior
- Role Play and Practice
Session Four
• Effective Questions and Positive Feedback: One- and Two-Frame of Reference Questions
• Effective Problem Solving
- A Model: Stages of Problem Solving
- Understanding the Personalized Deficit Question
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