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The Personal Edge Program

Influencing

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Module Content

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PREPARATION

Influencing Introduction 2 Topics

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Influencing Overview

Influencing Resources

Preparation 2 Topics

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Scenario Planning

Understanding Stakeholders

DISCOVER AND MOTIVATE

Discover 5 Topics

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Active Listening Introduction

Active Listening – Verbal

The Power of Questions

Active Listening – Body Language

ACTIVITY: active listening

Motivate 6 Topics

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The Importance of First Impressions

First Impressions and Posture

The 5Cs of Trust

Connection Examples

Cialdini’s Principles and Connecting

ACTIVITY: connecting

PERSUADE

Involve, Emotions + Stories 8 Topics

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Quick Review of Earlier Modules

Different Strokes for Different Folks

Introduction – 7 Influencing Styles

Involve the Other Person

Use Emotional Triggers

Emotions and The SCARF Model

Logic, Bargaining + Resistance 6 Topics

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Overcoming Resistance

ACTIVITY: persuading

Conclusion 1 Topic

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Influencing Summary

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