THE POSITIVE POWER AND INFLUENCE® PROGRAM
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Many organizations consider influence skills to be a major training
priority. Here at APRENDA, we offer The Positive Power and Influence®
Program to meet that growing need.
People with responsibility in organizations spend most of their time
trying to manage conflict and influence others - their staff,
colleagues, managers, clients, suppliers - inside and outside
the organization. Typical influence challenges include improving
performance, resolving conflict and differences of opinion, motivating,
giving direction, selling ideas, competing for resources and negotiating.
People with limited influence skills are restricted in their ability to deal
with these issues
effectively.
The POSITIVE POWER AND INFLUENCE® Program
Created over 27 years ago, presented to more than a half of a million people in every major industry
and translated into more than 15 languages, The Positive Power & Influence® Program is the most
widely used influence and conflict resolution program in the world.
In this intense 1 to 3-day program, participants learn how to use new influence styles effectively and
how to diagnose a situation to determine the best way to get others to help them meet their
objectives without using force or relying on positional power. Participants will hone current influence
skills and learn new skills to use as options when their preferred style is not effective. The goal of the
program is to help participants learn to use influence skills to achieve their business objectives
while maintaining positive working relationships. THE program for people who want to learn to
influence when they don't have positional power.
Please click below to download sample agendas or click here for information on our public sessions.
Sample Agenda: 1-Day Positive Power and Influence Program Seminar
Sample Agenda: 2-Day Positive Power and Influence Program Workshop
Sample Agenda: 3-Day Positive Power and Agenda Program
What is the purpose of the program?
To get things done in today's organizations, we must positively influence others—direct reports,
colleagues, managers, clients, suppliers—both inside and outside the organization.
Typical influence goals include gaining buy-in for one's ideas, securing cooperation, attuning
agendas, and sustaining action.
Strong influencers fulfill their personal objectives while maintaining and nurturing important work
relationships. That sounds simple, but in practice it can be extremely challenging. Many people
achieve their influence objectives only at the expense of important relationships. Others habitually
avoid challenging influence situations, at the expense of fulfilling their work goals.
INFLUENCE matters when we need to...
ª Mobilize resources to get things done.
ª Influence others without the use of positional authority.
ª Manage and motivate “difficult” or non-performing employees.
ª Lead others through rapid change and uncertainty.
ª Improve cross-functional, supplier and client relationships.
ª Become more effective team members/team leaders.
Who was the program created for?
The POSITIVE POWER AND INFLUENCE® Program is designed to make influence a core
competence of your organization. This Training Program will measurably improve the performance of:
ª Program or project managers who must obtain the cooperation of functional managers over whom
they have no authority
ª Technical or professional personnel taking on supervisory or management responsibilities
Individuals who must exert influence cross functionally
ª Staff who need to gain the support of operating managers
ª Managers and supervisors who want to develop their influence skills to lead more effectively
ª Anyone whose responsibilities exceed his or her positional authority.
ª Individuals who must get others to agree to priorities or to allocate resources.
ª Professionals who need to deal regularly with more senior managers and directors
ª People who work in teams
ª Managers whose current style is considered to be either too ‘hard’ or too ‘soft’.
ª Potential fast-trackers and Future Supervisors
ª Other Individuals whose positions place new demands upon their abilities to influence events and
people
PROGRAM STRUCTURE, CONTENT AND METHODOLOGY
What is the core teaching of the program?
The core of the POSITIVE POWER AND INFLUENCE® Program is the renowned 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 stake holders.
PULL
The influencer uses empathy or other involving, cooperative, value-based behaviors to attract and
build bridges to key stake holders.
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 stake holders.
How is the program structured?
The program 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.
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.
FREQUENTLY ASKED QUESTIONS
How Long is the program?
The program produces excellent results when conducted over two or three consecutive days with a
structured assignment to be completed prior to the program. Your APRENDA account manager will
work with you to design a delivery method that best suits your needs. 1-Day Executive Programs and
special programs for Sales professionals are also available.
Wat Adult Learning Techniques are incorporated in the program?
Adult Learning Techniques used in the program include assessments, readings, short input
lectures, exercises (individual, in pairs and in groups), role-plays, self-directed learning and trainer
feedback and coaching. Video and/or audio is used and role-play simulations are chosen from an
extensive library. Client-specific exercises can be included. The program can also be offered as
blended learning. Please inquire.
What is the Recommended Class Size?
1 trainer per 12-16 participants is recommended to ensure high-levels of personal feedback and
coaching. Smaller and larger group programs are available.
Who delivers the program?
The POSITIVE POWER AND INFLUENCE® Program is generally conducted by our certified trainers.
APRENDA’s trainers have 8-15 years experience training the program and are highly skilled and
flexible. Client organizations may also choose to conduct the program using trained and certified
internal trainers. Inquire about our Train-the-Trainer and Certification Programs if this is your
organization’s strategy. Open-enrollment sessions are also available.
Can we customized the program to meet our specific business needs?
Yes. The Program is easily tailored. Your account manager will work with you to design a delivery
schedule, cases and/or exercises 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
ExxonMobil
General Mills
GlaxoSmithKline
JPMorgan Chase
Lotus Development Corporation
NASA
PECO Energy
Pfizer, Inc.
Siemens Westinghouse
The Procter & Gamble Company
Verizon
priority. Here at APRENDA, we offer The Positive Power and Influence®
Program to meet that growing need.
People with responsibility in organizations spend most of their time
trying to manage conflict and influence others - their staff,
colleagues, managers, clients, suppliers - inside and outside
the organization. Typical influence challenges include improving
performance, resolving conflict and differences of opinion, motivating,
giving direction, selling ideas, competing for resources and negotiating.
People with limited influence skills are restricted in their ability to deal
with these issues
effectively.
The POSITIVE POWER AND INFLUENCE® Program
Created over 27 years ago, presented to more than a half of a million people in every major industry
and translated into more than 15 languages, The Positive Power & Influence® Program is the most
widely used influence and conflict resolution program in the world.
In this intense 1 to 3-day program, participants learn how to use new influence styles effectively and
how to diagnose a situation to determine the best way to get others to help them meet their
objectives without using force or relying on positional power. Participants will hone current influence
skills and learn new skills to use as options when their preferred style is not effective. The goal of the
program is to help participants learn to use influence skills to achieve their business objectives
while maintaining positive working relationships. THE program for people who want to learn to
influence when they don't have positional power.
Please click below to download sample agendas or click here for information on our public sessions.
Sample Agenda: 1-Day Positive Power and Influence Program Seminar
Sample Agenda: 2-Day Positive Power and Influence Program Workshop
Sample Agenda: 3-Day Positive Power and Agenda Program
What is the purpose of the program?
To get things done in today's organizations, we must positively influence others—direct reports,
colleagues, managers, clients, suppliers—both inside and outside the organization.
Typical influence goals include gaining buy-in for one's ideas, securing cooperation, attuning
agendas, and sustaining action.
Strong influencers fulfill their personal objectives while maintaining and nurturing important work
relationships. That sounds simple, but in practice it can be extremely challenging. Many people
achieve their influence objectives only at the expense of important relationships. Others habitually
avoid challenging influence situations, at the expense of fulfilling their work goals.
INFLUENCE matters when we need to...
ª Mobilize resources to get things done.
ª Influence others without the use of positional authority.
ª Manage and motivate “difficult” or non-performing employees.
ª Lead others through rapid change and uncertainty.
ª Improve cross-functional, supplier and client relationships.
ª Become more effective team members/team leaders.
Who was the program created for?
The POSITIVE POWER AND INFLUENCE® Program is designed to make influence a core
competence of your organization. This Training Program will measurably improve the performance of:
ª Program or project managers who must obtain the cooperation of functional managers over whom
they have no authority
ª Technical or professional personnel taking on supervisory or management responsibilities
Individuals who must exert influence cross functionally
ª Staff who need to gain the support of operating managers
ª Managers and supervisors who want to develop their influence skills to lead more effectively
ª Anyone whose responsibilities exceed his or her positional authority.
ª Individuals who must get others to agree to priorities or to allocate resources.
ª Professionals who need to deal regularly with more senior managers and directors
ª People who work in teams
ª Managers whose current style is considered to be either too ‘hard’ or too ‘soft’.
ª Potential fast-trackers and Future Supervisors
ª Other Individuals whose positions place new demands upon their abilities to influence events and
people
PROGRAM STRUCTURE, CONTENT AND METHODOLOGY
What is the core teaching of the program?
The core of the POSITIVE POWER AND INFLUENCE® Program is the renowned 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 stake holders.
PULL
The influencer uses empathy or other involving, cooperative, value-based behaviors to attract and
build bridges to key stake holders.
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 stake holders.
How is the program structured?
The program 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.
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.
FREQUENTLY ASKED QUESTIONS
How Long is the program?
The program produces excellent results when conducted over two or three consecutive days with a
structured assignment to be completed prior to the program. Your APRENDA account manager will
work with you to design a delivery method that best suits your needs. 1-Day Executive Programs and
special programs for Sales professionals are also available.
Wat Adult Learning Techniques are incorporated in the program?
Adult Learning Techniques used in the program include assessments, readings, short input
lectures, exercises (individual, in pairs and in groups), role-plays, self-directed learning and trainer
feedback and coaching. Video and/or audio is used and role-play simulations are chosen from an
extensive library. Client-specific exercises can be included. The program can also be offered as
blended learning. Please inquire.
What is the Recommended Class Size?
1 trainer per 12-16 participants is recommended to ensure high-levels of personal feedback and
coaching. Smaller and larger group programs are available.
Who delivers the program?
The POSITIVE POWER AND INFLUENCE® Program is generally conducted by our certified trainers.
APRENDA’s trainers have 8-15 years experience training the program and are highly skilled and
flexible. Client organizations may also choose to conduct the program using trained and certified
internal trainers. Inquire about our Train-the-Trainer and Certification Programs if this is your
organization’s strategy. Open-enrollment sessions are also available.
Can we customized the program to meet our specific business needs?
Yes. The Program is easily tailored. Your account manager will work with you to design a delivery
schedule, cases and/or exercises 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
ExxonMobil
General Mills
GlaxoSmithKline
JPMorgan Chase
Lotus Development Corporation
NASA
PECO Energy
Pfizer, Inc.
Siemens Westinghouse
The Procter & Gamble Company
Verizon
| Customization Clients may tailor programs to a particular audience or industry by selecting relevant cases and exercises from our extensive library or by working with their APRENDA account manager to develop alternatives. |
| POSITIVE POWER AND INFLUENCE® has been delivered in hundreds of organizations including: BP Amoco BASF Corporation Burger King Chase Manhattan Bank Dell Computer Ernst & Young ExxonMobil Pfizer, Inc. Procter & Gamble SmithKline Beecham Sun Microsystems NorthWest Water North West Electricity Anheuser-Busch CIGNA JP Morgan Chase Lotus Development UBS PaineWebber PECO Energy SAP America Verizon Cox Communications Click Here For More |
| Training at Work that Works! |
| “Eight years after graduating from [the] POSITIVE POWER AND INFLUENCE® Program, I am still using the skills and techniques I gained there. The training is so effective, I was able to walk out of the workshop and successfully apply new influence styles to real life situations in my organization.” |
| POSITIVE POWER AND INFLUENCE® Participant |