Power and Influence - Getting Others to Follow Your Lead
Request a Class


COURSE COST: $175.00

COURSE TIMES: 9:00am - 12:00pm

Printable version of this course


This 1/2 day course will teach you influence effectiveness.

Influence skills are partly a function of the skill with which the influencer uses an influence technique. Like a skilled craftsman, it takes time and practice to perfect those skills. People who become highly skilled in the areas described below can be extraordinarily effective at leading and influencing other people.

The research on power and influence shows that there are twenty-eight skills associated with influence effectiveness. These skills fall into four categories: communication and reasoning, assertiveness, interpersonal, and interactive.

Instructor: Prepared and delivered by George Diorio


Influencing is a necessary skill for anyone in business, whether a person is a manager or a salesperson. The ability to bring others to your way of thinking without force or coercion is important in business. Influencing others is a transferable skill business persons take with them from job to job in the business world. Managers want to convince employees to work hard, and salesmen need to convince clients their product is the best purchase choice, for example.


Course is subject to minimum enrollment to run. Courseware cost is not included in course cost. For details see your invoice or quote or contact email: Learn@vtec.org or call 207.775.0244.


What you will learn
Influencing Techniques
Expand on communication skills
Using techniques and strategies to influence others
Behaviors and develop more collaborative working relationships
Planning a Communication Strategy
Identify your communication outcome and plan the best approach for achieving positive results

Introduction: Overview of Power and Influence
Topic A: What is Influence?
Topic B: Power - The Foundation of Influence

Topic A: Understanding types of power
Topic B: Position Power Sources
Topic C: Personal Power Sources

Influence Tactics
Topic A: Categories of Influence Tactics
Topic B: Persuasion Triggers

Reasoning Tactics
Topic A: Rationalization
Topic B: Legitimating
Topic C: Reasoning Triggers

Relating Tactics
Topic A: Inspiration
Topic B: Personal Appeal
Topic C: Disarming
Topic D: Relating Triggers

Participating Tactics
Topic A: Consultation
Topic B: Alliance
Topic C: Participating Triggers

Topic A: Exchange
Topic B: Coercion
Topic C: Reciprocating Triggers

Selecting Tactics
Topic A: Analyzing Your Situational Power
Topic B: Assessing Potential Tactics
Topic C: Planning Your Approach

Practical Application
Topic A: Practicing Tactic Selection
Topic B: Using Combinations / Alternate Approaches