Onsite Course Description

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Getting Things Done Across Organizational Borders

Length
1 day

Overview
Working in a matrix organization? A key reason for an individual’s success, or failure, in getting work done, is one’s ability to influence without direct authority. In today’s matrix and competitive environments, influence and collaboration skills are no longer an option, but must-haves.

Key Topics

  • Influence challenges in matrix organizations
  • External and internal barriers to influencing others
  • The “Hollow Square” experiment
  • Deal with push back: the creation cycle
  • Influence others with differing priorities and goals
  • Lack of alignment or lack of trust
  • Strategies for reaching alignment and building rapport
  • Four styles for influencing others
  • Four key influencing techniques
    • Currency exchange analysis
    • Effective requests
    • Trial balloons
    • Appropriate medium
  • Reach mutually-satisfying collaborative agreements


Reviews

Great context around motivators. Fantastic strategies for success. Session was interactive and engaging.– Juniper, Sr. Manager, Finance

The role playing and interactions with others solidified ideas. Good experience overall & lots of clarity about personalities and people. – Intuitive Surgical, Clinical Development Engineer


Key Topics

  • Influence challenges in matrix organizations
  • External and internal barriers to influencing others
  • The “Hollow Square” experiment
  • Deal with push back: the creation cycle
  • Influence others with differing priorities and goals
  • Lack of alignment or lack of trust
  • Strategies for reaching alignment and building rapport
  • Four styles for influencing others
  • Four key influencing techniques
    • Currency exchange analysis
    • Effective requests
    • Trial balloons
    • Appropriate medium
  • Reach mutually-satisfying collaborative agreements


Reviews

The influence simulation really helped illustrate how to find what’s the person’s best interest.– Juniper-Amsterdam, Inside Sales

The section on personality identification was eye-opening. It will really help to deal with internal / external people.– Juniper-Amsterdam, JTAC Engineer


Key Topics

  • Influence challenges in matrix organizations
  • External and internal barriers to influencing others
  • The “Hollow Square” experiment
  • Deal with push back: the creation cycle
  • Influence others with differing priorities and goals
  • Lack of alignment or lack of trust
  • Strategies for reaching alignment and building rapport
  • Four styles for influencing others
  • Four key influencing techniques
    • Currency exchange analysis
    • Effective requests
    • Trial balloons
    • Appropriate medium
  • Reach mutually-satisfying collaborative agreements


Reviews

The section on how to deal with pushback was very valuable to me. I often face pushback when tough task is assigned to partner. Systematic and overall knowledge on resolving problem from work and life was helpful.– Juniper-Shanghai, Planner

Influence techniques, this section gave me more ideas of dealing with CEM issues.– Juniper-Shanghai, Supplier Quality Engineer


Key Topics

  • Influence challenges in matrix organizations
  • External and internal barriers to influencing others
  • The “Hollow Square” experiment
  • Deal with push back: the creation cycle
  • Influence others with differing priorities and goals
  • Lack of alignment or lack of trust
  • Strategies for reaching alignment and building rapport
  • Four styles for influencing others
  • Four key influencing techniques
    • Currency exchange analysis
    • Effective requests
    • Trial balloons
    • Appropriate medium
  • Reach mutually-satisfying collaborative agreements


Reviews

Knowing about where we stand and making our way to work in more efficient way. The training was awesome and learned a lot. Thank you.– Juniper-Bangalore, Sales Commission Specialist

The quadrant exercises. They guided me to understand the other person and influence them.-Juniper-Bangalore, Financial Analyst