Influencing Skills Workshop


When and why leaders choose to use influence over authority

Looks at the advantages and disadvantages of both

approaches. Helps students discern which is best suited

to different situations.


Overcoming resistance and building rapport

Humans are wired to resist pressure. This part of the

session identifies some of the actions and behaviours that

trigger resistance and what can be done to disarm it.

Students learn how to build rapport and make people

receptive to their ideas and suggestions.


What marketers and the world of advertising can

teach us about influencing

Here we look at two techniques and formulas – AIDA and

PAS – which are used to by marketers to influence



Stories influence people by connecting with listeners and

causing them to desire similar outcomes. Students craft

stories that connect with people’s emotional needs and

stimulate desire.   

Understanding people’s underlying motivations

Use of strategic questioning to uncover people’s real

interests and concerns. This part of the session highlights

the importance of learning why people hold the views and

opinions they do.


Aligning your idea/proposal with other party’s

interests and concerns

Framing is a technique used to align one person’s idea or

proposal with the interests and concerns of another.

Working in groups students practise this technique by

creating messages that address the other person’s agenda.


Key skills: influencing, reflective listening, strategic

questioning, rapport building, empathy, emotional

awareness, storytelling, objection handling, framing