Influencing Skills - multimedia cd-rom & candidate workbook

Module 1 - Business Presentations
This Business Presentations module covers the whole process of creating and delivering a professional presentation; allowing candidates to create and communicate a powerful message that will captivate their audience. From how to conduct thorough research, to the preparation, creation and use of audio-visual aids and other props, the effective use of body language, audience interaction and how to deal with an unresponsive or even hostile audience; this course has it all! Candidates will also learn how to profile their audience in advance, allowing them to fine tune their delivery to resonate with key decision makers. The course also describes some amazingly effective ways to ensure candidates adopt a positive attitude and control their nerves, enabling them to present with confidence and always stay in control. Candidates learn how to... Identify the key points that will communicate their message most effectively Profile their audience in advance and target their message accordingly Design effective props and aids that reinforce their message Master body language communication and use this to their advantage Control their nerves and present with confidence Handle awkward questions - without getting flustered Deliver first-class Presentations training Now! This Business Presentations self-development program will help candidates face and defeat their biggest enemy - fear. It is the fear of failure that makes presenting one of the most daunting of all business activities. This course will equip them with the knowledge and skills to present with confidence. Its groundbreaking "personalized" approach helps candidates uncover their own strengths & weaknesses in order to develop a presentational approach best suited to their needs.

Study Area 1 - Introduction
	Essentials of Communication - This section explains that communication is a complex two-way process, involving the encoding, translation and decoding of messages, and why you should translate your message in a way that is specifically designed for your audience.
	Your Aim & Audience - Highlights the importance of being absolutely clear about the aim of your presentation, identifying the personality types in your audience and fine tuning your presentation accordingly.
	Researching the Material - Careful research is the basis of a successful presentation. This section shows how books, media articles and new technology can all be valuable research aids and the importance of verifying the accuracy of internet based information.
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Study Area 2 - Preparing Your Material
	Identifying Key Points - Describes a presentation in terms of a journey designed to take an audience to a pre-planned destination, and how to divide this journey into stages and identify and prioritize the key points that will deliver the audience to each stage.
	Focusing on the Message - This section describes how to identify an overall message and the sub-messages needed to convey it, and the importance of basing your presentation on the message and not on the information and facts that support it.
	Planning the Structure - This section compares and contrasts the advantages and disadvantages of the three presentation styles most commonly adopted, and forwards useful guidelines for planning the structure of your presentation.
	Planning the Content - Explains how cue cards are used to hold the level of information you need to present in a natural and spontaneous way, and how to prepare your cue cards so that they can be used effectively and without distraction.
	Preparing Audio-Visual Aids - Compares the benefits of all commonly used visual-aids, illustrates how they can be used to add impact and clarity to your presentation, and explains why a presentation should consist of a speaker backed by visual aids and not vice-versa.
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Study Area 3 - Preparing Yourself
	Controlling Presentation Nerves - Explains the common physiological and psychological responses to the stress of speaking in public, and some proven techniques that will help you to relax whilst harnessing your nerves to generate a positive frame of mind.
	Rehearsal & Voice Training - The importance of carrying out at least one full rehearsal of your presentation; pace, pause, volume and clarity when speaking in public, and how to recognize and control aural punctuation, hesitation and verification.
	Personal Preparation - Illustrates the need to dress appropriately to ensure that the audience are not distracted and can focus on your message, and forwards some pre-presentation exercises that should ensure that you are well prepared physically.
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Study Area 4 - Delivering Your Message
	Preparing the Venue - Describes the importance of arriving early to familiarize yourself with the venue and checking any audio-visual equipment that you will be using, changing the seating layout to suit your style of presentation, and creating a friendly atmosphere as your audience arrive.
	Getting Started - Explains how to start well and inform your audience of the presentations overall structure, and style of interaction you would prefer, and the need to then focus on delivering your message without introspection.
	Using Audio-Visual Aids - This section describes how to optimize the practical and timely use of audio-visual aids when delivering your presentation, covering the full range of equipment from flipcharts to TelePrompTers.
	Body Language Communication - Why you need to be aware of your body language from the moment you stand up until your presentation is complete, and how to send appropriate signals to accompany your presentation.
	Staying in Control - This section describes the importance of dealing effectively with any members of the audience who may be hostile, handling the question and answer session in a constructive manner and closing in a memorable way.
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Module 2 - Business Meetings
This Business Meetings module will teach your staff to maximize their effectiveness in the highly visible forum of a business meeting and ensure that they make the meetings they attend more productive. Candidates will learn how to set objectives, and develop and use an agenda to lead discussion within a meeting. They will also discover how to identify personality types and target their own message for maximum impact whilst tactfully preventing others from taking control or holding up progress. Candidates also learn the politics of meeting with subordinates, peers or superiors and to encourage participation - so that all of the decisions made are owned by the group. For those operating in an overtly political environment there is also essential content covering role players, identification of factions within a meeting and anti-sabotage tactics including the judicious use of seating plans. Candidates learn how to ... Identify key objectives and use an agenda to ensure they are pursued Understand personality types & target their message for maximum impact Master the politics of meetings – with subordinates, peers & superiors Encourage participation, so that all decisions are adopted by the group Maintain a rate of progress & tactfully prevent others from taking control Raise staff profile and productivity Now! This Business Meetings module will help candidates to master the art of contributing to, and leading, business meetings. This is an area of work where they are highly visible and a good knowledge of the meeting process and the impact of their contribution can deliver significant business benefits. The groundbreaking "personalized" approach of this course helps candidates to tap into their own analytical and interpersonal skills and then to use these skills in order to maximize their positive contribution in forthcoming meetings.

Study Area 1 - Introduction
	Introduction - This section describes the importance of justifying meetings on the basis of their true cost, being selective about the meetings that you attend, and trying to influence all future meetings to ensure a positive outcome.
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Study Area 2 - Calling a Meeting
	Do you Need a Meeting - Explains why unscheduled meetings, which usually focus on a single issue, can be an efficient alternative to a formal scheduled meeting and how to decide which format is the most appropriate.
	Your Goals and Objectives - Describes why it is important to have a clear objective ahead of a meeting and how to focus any case you are presenting on a clear message and not just the facts and information that support it.
	Planning Your Agenda - Describes the meeting agenda which: acts as a reference against which to prepare for a meeting, provides a script for the meeting itself and represents a standard by which the meeting can be judged a success or failure.
	Preparing the Venue - Discusses the importance of selecting an appropriate venue, which matches the specific requirements of the meeting and how seating arrangements can affect the atmosphere and tone of the meeting.

Module 3 -Business Negotiations
This Business Negotiations module will teach candidates a detailed understanding of the whole negotiation process; allowing them to enter all future negotiations with confidence. Negotiations begin in the preparation phase – this is where candidates can learn to maximize their advantage before negotiations even begin. This is followed by the opening phase, the bargaining phase and finally the closing phase, where last minute tactics can prove profitable or just expensive. This module will teach them to understand and master all phases of the negotiation process and achieve the outcome that they seek. They will learn how to. . . Maximize their advantage, even before the negotiations begin Make the best possible opening move Use bargaining tactics and concession trading Choose between the win/win and distributive approaches - as appropriate Deal effectively with diversions and last minute tactics Make sure your staff know how to: Make the best possible opening and become expert in the use of bargaining tactics and concession trading. Master the win/win and distributive approaches to achieve the optimum outcome. The entire negotiation process is explained in detail – from analyzing the other side ahead of the first meeting to managing the relationship, post closure. For those negotiating in teams, the course also contains detailed training in how to manage team members in all phases of the negotiation process. This course will enable them to develop a strategy optimized for the requirements of each round of negotiations.

Study Area 1 - Introduction
	The Principles of Negotiation - This section introduces the view that nearly everything is negotiable, and the four phases that characterize most negotiations.
	The Negotiation Process - Explains why most negotiations share certain characteristics, and are influenced by up to five dependent variables.
	The Spirit of the Deal - Describes why capable negotiators are focused on more than just winning at all costs, and explains two diametrically opposed negotiation processes.
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Study Area 2 - The Preparation Phase
	Preparation - Introduces the concept of uncertainty, which creates the opening dilemma and explains the importance of preparation before the negotiations begin.
	Knowing the Marketplace - Illustrates methods for gaining commercial intelligence about your leading competitors, and researching both the organization and the individual that you’ll be negotiating with.
	Assessing Your Position - Whilst the buyer usually holds the stronger negotiating position, this is not always the case. This section describes how the power dimension can be made to work for the underdog.
	Planning Your Objectives - Highlights the need to plan all of the major areas of the deal in the preparation phase, to understand what is possible and plan the use of possible concessions.
	Defining the Details - Explains the use of existing or new documentation to accompany the negotiations, and the use of an agenda as a positive aid to negotiations.
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Study Area 3 - The Opening Phase
	Opening - Demonstrates how opening reveals key information about your negotiating position, why it is to your advantage to get the other side to open first, and the importance of making a tough but credible opening.
	Asking the Other Side to Open - Explains the difference between asking the other side to open - when you are in a strong position and when you are in a weak position.
	Gathering Information - Highlights the importance of gathering as much information as possible during the opening phase, and trying to assess the other sides negotiating style and level of conviction.
	Using Positive Body Language - This section describes the importance of body language communication, and how to use positive body language to give you an advantage.
	Identifying Key Issues - Understanding what is meant, by carefully analysing what is said, and the importance of identifying the other sides non-negotiable items.
	Opening First - Explains the need to make a confident opening statement and how to assess the other sides reaction to your opening.
	Opening in Response - Shows why it is important to challenge an opening that you don't find credible, and the importance of presenting your opening as planned.
	Using a Shock Opening - Explains the advantages and risks of using a shock opening, and shows how a shock opening can be justified or disguised.
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Study Area 4 - The Bargaining Phase
	Bargaining - How a well designed agenda can be used to maintain progress in the negotiations, and the importance of clear communications in order to avoid misunderstandings.
	Arguing Persuasively - How to forward persuasive arguments that can compel the other side to agree, why you should always remain polite and avoid any personal attacks, and the importance of listening carefully in order to create an effective counter argument.
	Bargaining Tactics - Introduces a series of classic debating tactics, explains the use of a principal to disguise and defend your position, and how surprises can be used to shake up negotiations.
	Making Concessions Pay - Explains why concessions should be pre-planned and offered in reverse priority, and why you should avoid making concessions when you feel under pressure.
	When Things Go Wrong - How to recognize and react to a losing trend, why negotiations sometimes become derailed, why leaving can sometimes be a powerful bargaining tactic, and a variety of less dramatic options for dealing with deadlock.
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Study Area 5 - The Closing Phase
	Closing - How to recognize the signs that indicate the time to close the negotiations is approaching, and the importance of judging the optimum time at which to close.
	Handling Last Minute Tactics - Explains the use of last minute tactical manoeuvres, aimed at securing a major concession, and how to improve your chances of predicting and coping with such a move.
	Asking for Commitment - This section describes why decision making is often less of a formality than the negotiations might indicate, and how a short adjournment can help both sides ahead of making a commitment.
	Post Closure Activities - The importance of managing both sides feelings of success in order to maximize the stability of the deal is explained. This section also describes how assessing your performance could improve your future negotiating style, and the potential value of the relationship that has been developed when implementing the negotiated deal.
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The Commercial License costs only $595 and enables unlimited use of the multimedia CD-ROM & Candidate Workbook within your organization.

Your staff will learn how to	... Identify the decision makers and target their message accordingly Identify key points that will communicate their message most effectively Master the politics of meetings – with subordinates, peers & superiors Raise your personal profile in an overwhelmingly positive manner Identify and understand the power dimension that exists in any negotiation Use bargaining tactics and concession trading to achieve organizational goals

Deliver first-class Influencing skills training NOW! This Influencing Skills self-development program will help candidates to transform their profile in key areas where they will be able to gain more influence and represent the organization in a more powerful and professional manner. The Business Presentations module will teach them to prepare and present with complete conviction. The Business Meetings module is the definitive ‘how to’ guide that will show them how to make a consistently positive contribution in this highly visible forum. The Business Negotiations module will equip your staff to negotiate effectively, whatever the scenario.

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Study Area 3 - Controlling a Meeting
	Chairing a Meeting - Describes the role of the chairperson and why the chair should always strive to be seen as impartial, focusing on the processes of the meeting rather than the substantive issues it has been called to address.
	Subordinates, Peers and Superiors - Explains the different problems facing the chairperson depending on the composition of the meeting group, and discusses different strategies that are effective for chairing meetings with subordinates, peers and mixed groups.
	Opening and Leading - Describes the importance of making your style of leadership clear, ensuring that that each item is dealt with in line with the agenda and that all points of view get a fair hearing.
	Staying in Control - Explains how the chairperson can exert a positive influence on the mood of the meeting, the importance of responding quickly to any rise in tension and how to prevent the meeting being hijacked by someone with their own personal agenda.
	Closing Effectively - Explains how the chairperson should draw the meeting to a close, making any final remarks positive and forward-looking. It also describes the actions that need to be taken with regard to the minutes and follow-up activities.

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Study Area 4 - Presenting Your Case
	Targeting Your Message - This section details a simple but effective method for identifying the personality types in a meeting group, and how to target your message accordingly.
	Communicating Effectively - Explains how to read the body language of the other attendees, which should help you to focus your message where it can have maximum impact; keeping supporters with you, talking round those that can be swayed and trying not to alienate those who oppose your case.
	Using Positive Body Language - Explains how to use positive body language to reinforce the opinions you wish to express, and how to avoid negative or intrusive non-verbal communication that may undermine your message.
	Effective Audio-Visual Aids - Describes the advantages and disadvantages of the most commonly used visual aids, and how they can be used to support your contribution to a meeting.

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Study Area 5 - Dealing With Conflict
	Identifying Role Players - This section describes the main roles that individuals tend to adopt in meetings; how to recognize these roles, how to identify any disruptive participants and take action to prevent them from having a negative impact on the meeting.
	Controlling the Factions - Explains how splitting up known factions and the use of tactical seating arrangements can defuse a potentially volatile meeting and ensure that the agreed objectives remain the priority.
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GetAhead Multimedia CD-Roms
This multimedia CD-Rom represents approximately 15 hours of interactive study and is equivalent to a 5-day instructor led course. It is made up of self contained sections, each representing approximately 15 minutes of training, giving you the flexibility to either undertake intensive study or to fit your training into a busy work schedule. It clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. It also includes fully interactive exercises, case studies and questions to ensure that you understand and remember all of the key messages.


Stimulating Interactivity Every title in the GetAhead series uses a combination of specially developed 3D graphics, animation and interactivity to create a stimulating one-on-one multimedia learning environment. This course represents 15 hours of intensive training and is equivalent to a 5-day instructor led course. A personal coach (Avatar) will guide each candidate through the course, introducing each section, posing questions and summarizing the key learning points.
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Flexible Study All GetAhead courses are modular and are made up of self-contained sections, each representing approximately 15 minutes of training. Each candidates progress is recorded each time they use the course, giving them the flexibility to either undertake intensive study or to fit their training into a busy work schedule. On subsequent training sessions, each candidate is given the opportunity to recall their personal study history and continue from that point.
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In-Depth Content Each GetAhead title has been designed by experts in that subject area. Each course clearly describes the underlying concepts which are then illustrated using a variety of real-world examples. All of the content is fully narrated and includes interactive exercises, case studies and questions to ensure that candidates understand and remember all of the key messages.
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Course Administration A challenging self test is included with each GetAhead course, to provide each candidate with an accurate appraisal of their performance. Each interactive question includes detailed feedback together with a cumulative score. The commercial licence includes a built in Learning Management System (LMS) enabling a course administrator to review the performance of all candidates that have taken the test. This includes the following criteria: Candidate Name Course Title Date of Test Time of Test Candidates Score Time Taken The course administration is password protected and facilitates the: search for, export & deletion of candidate records.