DESIGNING LEADERSHIP SESSION 3 – THE ART OF THE WOO: NEGOTIATE WITH INFLUENCE
Led by Mario Moussa, President, Moussa Consulting.
Former Chrysler chairman Lee Iacocca once noted, “You can have brilliant ideas; but if you can’t get them across, your ideas won’t get you anywhere.” This workshop begins where Iacocca’s insight leaves off, helping participants develop the ability to win support from key people. Everyone needs to know how to sell ideas. Sales people obviously need this skill, and so do managers of all kinds. Even CEOs need it to gain buy-in for a vision. Persuasion helps you work with and through others – customers, teammates, colleagues, direct reports, and stakeholders – who have different professional backgrounds, roles, opinions, and agendas. In highly interactive discussions and exercises, participants will learn about: persuasion styles and how they can adapt them to achieve desired outcomes
- The five barriers to communication and collaboration, and methods for overcoming the barriers
- The systematic steps in the process of selling ideas, and negotiating when you need to
- The similarities and differences among influencing, persuading, and negotiating
- Ways to build momentum for ideas
- Techniques for motivating others to take action
- Winning support for culture change
Drawing on his experiences working with leading executives from around the world, Dr. Moussa uses engaging stories from business, politics, and the military to describe a systematic process for applying strategic persuasion. Using proprietary survey instruments, he also provides participants with individualized feedback about their communication profiles. Whether you are a world-class expert or a novice at influencing and collaborating with others, this workshop will enhance your ability to woo.
Designing Leadership 2018 consists of five classroom sessions, each with a focus on a different leadership competencies and techniques. Expert faculty, instructors and mentors from The Wharton School and seasoned consultants from the IBM Leadership Academy will ground participants in real-life scenarios and shared experiences so that they come away with a strong sense of purpose. Click here to apply to join this year’s Designing Leadership cohort.
- September 28th
- October 12th
- October 19th
- October 26th
- November 2nd