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The Personal Edge Program

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
Use Stories
Imagery
Logic, Bargaining + Resistance 6 Topics
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Logic
Bargaining
Telling
Overcoming Resistance
Risk v Reward
ACTIVITY: persuading
Conclusion 1 Topic
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Influencing Summary
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