Creating Results Program - Course Agenda

Pre-Program Assignment

Participants collect data from themselves and work associates on the participant's use of various Influence Skills in different relationships. They become familiar with Organizational “Street Smarts” by analyzing both a successful and a challenging influence situation. They then conduct two interviews to expand their understanding of the organization as it relates to their situations. During the Program, they will have an opportunity to analyze, plan, and practice different ways of dealing with one of those situations.
Questionnaires: Data collection and preliminary analysis, interview guides.

Day One

8:30 am | Program Introduction
We clarify Program objectives, agenda, and activities, and introduce the overall Creating Results model.
Lecture and discussion

9:30 am | Organizational “Street Smarts”
Participants are introduced to Organizational “Street Smarts” by looking at Goals and Sources of Power.
Lecture and discussion, individual work

10:15 am | Break

10:30 am | Organizational “Street Smarts” (continued)
Participants continue to learn about Organizational “Street Smarts” by using a map to assess How Things Work in the organization and then look at Stakeholder Strategies. They watch a tape of a role model who uses Organizational ‘Street Smarts” to get results.
Lecture and discussion, video demonstration

11:30 am | Introduce Organizational “Street Smarts” for the Future Exercise
Participants receive instructions for the exercise and begin preparation.
Individual preparation

12:00 pm | Lunch

1:00 pm | Organizational “Street Smarts” for the Future Exercise
Participants engage in a simulation, videotaped for later review that provides them with an opportunity to use their current influence skills.
Small group role-plays, large group debrief

2:00 pm | Influencing Others
Participants are introduced to the Influencing Others model and the influence skills as they relate to Developing Rapport and Building Agreement; they look at how to use the skills most effectively, and at the importance of presenting a consistent message through body language, tone of voice, and words.
Lecture and discussion

2:20 pm | Assessing Influence Skills
Participants practice a method of identifying (“coding”) Influence Skills.
Videotape demonstration and Fishbowl Exercise

2:45 pm | Break

3:00 pm | Tape Review: Self-Assessment Exercise
Participants code their use of the Influence Skills from the Organizational “Street Smarts” For The Future video exercise, and give each other feedback on their skill use.
Videotape analysis, peer-to-peer feedback, trainer feedback, large group debrief

4:00 pm | Leading Yourself
Participants are introduced to the Leading Yourself model by understanding how their thought patterns affect their choices/actions which ultimately impact (negatively or positively) their results; they explore their own personal power around their Orientation to Success, Managing Self, and Orientation to Others.
Lecture and discussion

5:00 pm | Day One Review/Evening Assignment
Large group debrief, read Influencing Others and Leading Yourself.

5:30 pm | End of Day One

Day Two

8:30 am | Listening Exercise
Participants thoroughly explore how to actively listen, especially under pressure.
Live interactive demonstration

9:00 am | Influence Skills Feedback
With their new knowledge of the Influencing Others model, participants begin the process of interpreting the responses they received from their associates on the questionnaires in the Pre-Program Assignment. Participants analyze their profiles to more fully understand their own use of the Influence Skills in more depth; they consult with other group members on their interpretation.
Lecture and discussion, individual analysis, peer-to-peer consultation

10:00 am | Break

10:15 am | Influence Skills Drills
Participants engage in intensive practice exercises to explore their ability to use the various influence skills as they relate to Developing Rapport and Building Agreement; they also learn how to manage tension in influence situations through the use of a technique called Disengaging.
Individual preparation, Fishbowl demonstrations, small group role-plays, peer-to-peer feedback

12:00 pm | Lunch

1:00 pm | Case Study: Senaco Corporation, Round 1
Participants engage in a simulation that allows them to practice using Organizational “Street Smarts,” Influencing Others, and Leading Yourself; they learn to use the Creating Results Worksheet that serves as a roadmap for assessing and planning for the situation. The simulation is videotaped.
Individual work, role-play, videotape analysis, peer-to-peer feedback

3:15 pm | Break

3:30 pm | Leading Myself and Others Exercise
Participants engage in an exercise to explore how to manage their own thought processes while empowering others.
Individual preparation, Blocks Exercise in pairs

5:00 pm | Day 2 Review/Evening Assignment
Large group debrief/Intro to Application Planning/Choose challenging situation

5:30 pm | End of Day Two

Day Three

8:30 am | Reluctant Client Exercise
Participants learn to use a Best Skill for the Objective planning tool in a simulated exercise.
Large group interactive exercise

9:00 am | Case Study: Senaco Corporation, Round 2
Participants engage in the simulation again, incorporating feedback from Round 1 and using planning tools.
Individual work, role-play, videotape analysis, peer-to-peer feedback

10:30 am | Planning For Application: Leading Yourself
Participants review Leading Yourself model by watching a tape of a role model who uses Leading Yourself to get results. They plan for Leading Yourself in their challenging situation.
Lecture and discussion, video demonstration, individual preparation, peer-to-peer feedback

12:00 pm | Lunch

1:00 pm | Planning For Application: Organizational “Street Smarts" and Influencing Others
Participants complete an application plan for their own real-life Challenging Influence Situation, then consult with each other on their planning; they incorporate all three parts of the Creating Results model.
Individual preparation, peer-to-peer consultation

2:00 pm | Challenging Influence Situation Rehearsals
Participants rehearse their Challenging Influence Situation in a small group. A partner plays the actual target, and one or two others coach the influencer. The rehearsal is recorded on audiotape/videotape for review after the Program.
Small group role-plays, peer-to-peer feedback

4:30 pm | Wrap-Up And Evaluation
Participants complete a series of activities that help them to prepare to implement their new skills back home. They conclude this session by completing a formal program evaluation.
Individual preparation, large group debrief

5:00 pm | End Of Day Three

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