Influencing Others – Managing Expectations

Duration: 2 days virtual Date: July 1-2nd Location: ___ Categories: , Tag: N/A


Product Description

The ability to effectively influence others to the end of managing expectations and outcomes, and finding collaborative ways for a project to move forward can mean the difference between project failure and success. Influencing others and managing expectations requires in-depth understanding of our own goals and objectives together with the ability to recognize the needs and objectives of others with the goal of finding ways to collaboratively get the needs of all parties met.

This course teaches participants how to approach handling difficult people and managing difficult situations through emotional intelligence, reframing the situation and related expectations, and engaging others with the goal of achieving a win/win interests based outcome. During the course participants also have the opportunity to discuss specific situations they face regularly so as to develop confidence in their ability to handle difficult situations and people. Role-play exercises and case-studies help participants to gain first-hand experience and confidence while building the skills necessary for influencing others, handling conflict, and working with difficult people.


Any IT professional who wants to be able to effectively influence others while maintaining effective interpersonal relationships.


Upon completion of this course participants will be able to

  • know how and when to apply key influencing principles in influencing others,
  • identify and adapt their own personal motivators and preferences to increase effectiveness in influencing others,
  • approach managing difficult people and situations with increased confidence,
  • apply a win/win approach that allows for confident conflict resolution.


Day 1

  • Principles of influence – what is influence, how influence works and the dynamics of interpersonal influence are explained and explored.
  • Understanding yourself and others – participants gain essential insight into their own preferences for working with, and influencing others, together with a solid understanding of the preferences of others using the DiSC quadrant behavioural model. Included in the DiSC assessment debrief are
  • an overview of all 4 DiSC quadrant behavioural styles and related subtypes – including a general description of goals, objectives, fears, and motivators,
  • detailed insight into preferred DiSC style and related behaviour preferences,
  • insight into behavioural priorities and desired outcomes of working with others – key drivers of influencing others,
  • insight into what motivates you, and what causes you stress – connected to influence and conflict,
  • understanding how your individual style reacts to, and interacts with, other styles,
  • strategies to increase effectiveness with other styles,
  • insight into how to approach building more effective relationships – directly connected to influencing others,
  • detailed understanding of influencing other DiSC styles within the context of goals, actions under pressure, and fears,
  • how to identify others’ DiSC style.
  • At the end of day 1 participants complete a behavioural map of their colleagues and business partner relationships to map out approaches to better manage expectations, resolve conflicts and increase interpersonal influence.

Day 2

  • Managing expectations – a communications and relationship anchored approach to managing expectations, within the context of the DiSC behavioural model described in Day 1.
  • Participants cover essential managing expectations best practices, which includes useful phrase patterns, and words to avoid using, when interacting with others.
  • The “Situation Clinic” – participants discuss and explore specific tactics and approaches for dealing with specific situations in a confidential and safe environment.
  • Managing Difficult People – the difference between aggressive and passive aggressive behaviour is covered together with how to approach and handle aggressive and passive aggressive individuals – within the context of managing expectations and the DiSC behavioural model described in Day 1.
  • Conflict Resolution – understanding and applying an Interests Based (win/win) approach to resolving conflict instead of the usual win/lose approach to conflict. Includes case-studies and role-plays. The Interests Based approach is contrasted with two common Win/Lose approaches commonly assumed by others in a conflict situation.




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