Outline-STCi03-Influencing Without Authority in Technical Organizations

Influencing Without Authority in Technical Organizations

Two-Day Workshop
Facilitated by Steven Cerri
Class size is limited to 24 participants


1. Introductions

2. Exploring the Key Differences Between Communication and Influence

3. Influencing Assumptions

4. Communication Models

5. Mastering the Communication Process with the STCI Circle of Influence™

  • What is your “map” of the world?
  • Do you know your focus of attention?
  • What is your emotional and physiological state?

6. Using Satellite Systems to Understand Communication

7. The Body Language of Communication: Eye Accessing Cues

8. Discovering the Message of Words

9. Representational Systems: Four Personal Preferences for Communication

  • Visual
  • Auditory
  • Kinesthetic
  • Digital

10. The Importance of Building Rapport to Create Influence

  • Mirroring
  • Matching
  • Pacing
  • Leading

11. Creating Your Preferred Communication Style Profile

12. How to Alter Your Communication Based on the Delivery Method

  • In person
  • On the phone
  • Via email

13. Practical Applications Using the STCI Seven Step Communication Process™

14. Personal Behavioral Subroutines™ as Tools for Influencing Without Authority in Technical / Engineering Environments

  • Questionnaire and exercise for each of the following subroutines
  • Prioritization of Information
  • Moving Away versus Moving Towards
  • Options versus Procedures
  • Big Picture versus Detail
  • External Reference versus Internal Reference
  • Sorting by Self versus Sorting by Others
  • Matching versus Mismatching
  • Past versus Present versus Future

15. Now That You Know Your Unique Style, What Is Next?

  • Exploring how your Personal Behavioral Subroutines affect your ability to influence everyday engineering and management situations

16. Building Influence in Any Meeting or Conversation

  • Criteria
  • Discovering Communication Model™
  • How to control meeting outcomes to maximize your influence

17. The Ground Rules for Influencing When You Do Not Have Authority