Positive Power and Influence® Program:
COURSE AGENDA

Three-Day Program | Two-Day Program | One-Day Program

Pre-Program Assignment

Participants read an introduction to the Situational Influence Model and collect data from themselves and work associates on their use of various Influence Styles in different work situations. They identify two potential “Critical Influence Situations” and document their efforts in those situations. During the Program, they will have an opportunity to analyze, plan, and practice different ways of dealing with one of those situations.
Questionnaires: Data Collection and Preliminary Analysis

Day One

8:00 am | Program Introduction
We clarify Program objectives, define positive power and influence, and explain Program activities and procedures.
Lecture and Discussion

9:00 am | Self Assessment: Consensus Decision Making Exercise
Participants engage in a simulation, video-taped for later review, that provides them with an opportunity to use their current influence skill.
Individual Preparation, Small Group Roleplays, Large Group Debrief

9:45 am | Break

10:00 am | Giving and Receiving Constructive Feedback
Participants learn a process for giving and receiving feedback, then provide feedback to each other on their performance in the previous Self-Assessment exercise.
Lecture and Discussion, Individual Preparation, Peer-to-Peer Feedback

10:30 | Influence Energy, Styles, and Behaviors
Participants explore the Situational Influence Model, learn the behaviors associated with each Style, and clarify their understanding of each Style as it is used in organizational settings.
Video Demonstration, Live Demonstration, Fishbowl Exercises, Lecture and Discussion

11:30 am | Lunch

12:15 pm | Assessing Influence Styles
Participants practice a method of identifying (“coding”) Influence Styles.
Audiotape Demonstration and Fishbowl Exercise

12:30 pm | Tape Review: Self-Assessment Exercise
Participants code their use of the Influence Styles from the video of their Self-Assessment exercise and give each other feedback on Style use.
Videotape Analysis, Peer-to-Peer Feedback

1:30 pm | ISQ Profile Analysis
With their new knowledge of the Situational Influence Model, participants begin the process of interpreting the responses they received from their associates on the Influence Style Questionnaire (ISQ) in the Pre-Program Assignment. In the evening assignment, participants explore the ISQ messages beyond the level of the Profiles.
Lecture and Discussion, Individual Analysis

2:30 pm | Break

2:45 pm | Exploring Alternative Styles (Part 1)
Participants engage in intensive skill practice exercises to explore their ability to use the Styles of Persuading and Asserting.
Individual Preparation, Fishbowl Demonstrations, Small Group Roleplays, Peer-to-Peer Feedback

4:35 pm | Day One Review/Evening Assignment
Participants complete the ISQ worksheets and a variety of background readings.

4:45 pm | End of Day One

Day Two

8:00 am | Day One Review

8:15 am | Exploring Alternative Styles (continued)
Participants engage in intensive skill practice exercises to explore their ability to use the Styles of Bridging and Attracting. They also learn how to manage tension in influence situations through the use of a technique called Disengaging.
Individual Preparation, Fishbowl Demonstrations, Small Group Roleplays, Peer-to-Peer Feedback

9:30 pm | Break

9:45 pm | ISQ Profile Analysis
Participants document their interpretations of the “messages” obtained from the ISQ Worksheet analysis of the previous evening. They consult with other group members on their interpretation.
Lecture and Discussion, Individual Analysis, Peer-to-Peer Consultation

10:15 am | Skill Practice
Participants select and engage in simulations that allow them to practice the Styles they have targeted for improvement. They choose activities from among a wide variety of roleplays, practices, and other exercises. Most activities are recorded on video for later review and feedback.
Roleplays, Skill Drills and Practice Activities, Videotape Analysis, Peer-to-Peer Feedback

12:00 pm | Lunch

12:45 pm | Five-Step Planning Process
Participants learn a five-step process for diagnosing and planning for any influence situation. They practice the process by applying it to a generic case.
Lecture and Discussion, Individual Analysis

1:15 pm | Planning for Application
Participants complete an application plan for their own real-life Critical Influence Situation, then consult with each other on their planning.
Individual Preparation, Peer-to-Peer Consultation

2:15 pm | Break

3:00 pm | Critical Influence Situation Rehearsals
Participants rehearse their Critical Influence Situation in a small group. A partner plays the actual target, and one or two others coach the influencer. The rehearsal is recorded on audiotape for review after the Program.
Small Group Roleplays, Peer-to-Peer Feedback

4:30 pm | Evaluations and Program Close
Participants identify ways to practice and implement their new influence skills. Participants complete program evaluations.
Discussion

5:00 pm | End of Program

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