Positive Power and Influence® Program: DESCRIPTION

The core of the POSITIVE POWER AND INFLUENCE® Program is the Situational Influence Model which highlights that we need not rely on one predominant influence style. Rather, we can apply the specific style best suited to each influence situation we face:

Figure 1. The Influence Styles

PUSH
The influencer asserts his/her position or seeks to persuade key stakeholders.

PULL
The influencer uses empathy or other involving, cooperative, value-based behaviors to attract and build bridges to key stakeholders.

MOVE AWAY
The influencer disengages when perceiving a deadlock or other insurmountable impasse and re-evaluates his/her influence strategy. Note: disengaging is not avoiding, as the influencer is still actively seeking to influence key stakeholders.

How is the program structured?

PPI moves briskly through influence concepts to focus participants on mastering influence behaviors, and to applying those behaviors in their own work in the weeks immediately following the program. This is accomplished through role-plays, case studies, small and large group work, exercises, lecturette, one-on-one trainer coaching, peer feedback, a/v feedback, and application to a real-life situation.

SELF-ASSESSMENT: Prior to the program, participants collect data from associates via a 360-degree feedback instrument. This data is used in conjunction with taped simulation, in-program feedback to clearly identify which influence styles each participant tends to use, as well as to highlight their personal opportunities to become more influential.

DEVELOPING STYLE AND FLEXIBILITY: Participants learn the fundamentals of influence styles they use infrequently or ineffectively. They also practice the influence styles with which they are already familiar, learning how to apply them more effectively. Participants thoroughly explore all styles and develop personal learning goals for the remainder of the program.

DEVELOPING INFLUENCE SKILLS: Participants then practice using varied influence styles in relevant and challenging situations, to improve their ability to first diagnose the influence situation, craft an influence strategy using a diagnostic tool, then strategically apply the most effective style.

APPLICATION PLANNING : Last and most important, participants prepare to apply what they have learned to a real-life influence situation using tailored simulation and intensive feedback form peers and training staff.

How is the program delivered?

The POSITIVE POWER AND INFLUENCE® Program can be conducted internally using certified trainers. Client organizations may also choose to conduct the program using internal facilitators trained and certified by our firm. Open enrollment sessions are also available.

PPI is easily tailored. Your account manager will work with you to design a delivery schedule that best suits your needs.

Who uses POSITIVE POWER AND INFLUENCE®?

More than a quarter million managers and professionals, working in the world’s leading organizations, including:

Anheuser-Busch
BASF Corporation
Burger King
CIGNA
Dell Computer
Eastman Kodak
General Mills
GlaxoSmithKline
JPMorgan Chase
Lotus Development Corporation
NASA
PECO Energy
Pfizer, Inc.
Siemens Westinghouse
The Procter & Gamble Company
Verizon

View the PPI Course Agenda