Programme Introduction

In today's interconnected workplace, getting things done often depends on the ability to work with people across teams, functions and levels of seniority, many of whom do not report to us. Whether securing cooperation, gaining support for an idea, resolving competing priorities or moving a project forward, professionals need to influence through credibility, relationships and clear communication rather than relying on formal authority.

This two-day programme equips participants with practical approaches to influencing stakeholders and building commitment in situations where they have limited or no direct control. Participants explore their own influence approach, identify the people and interests that shape decisions, and practise adapting their communication to different stakeholders. Through realistic workplace scenarios, role-plays, case discussions and peer feedback, they learn to build trust, frame proposals persuasively, handle resistance constructively and turn agreement into action.

The emphasis is on ethical, relationship-centred influence: understanding others' perspectives, creating shared value and making it easier for people to commit to a way forward.

Learning Outcomes

By the end of this programme, participants will be able to:

•  Explain the difference between authority, power and influence, and recognise opportunities to influence without relying on position

•  Assess key stakeholders, their interests, priorities and likely levels of support or resistance

•  Build credibility and trust through purposeful communication, active listening and follow-through

•  Adapt messages and influence approaches to different stakeholders and workplace situations

•  Present ideas and recommendations in ways that connect with business needs and create mutual value

•  Respond constructively to objections, competing priorities and resistance, and secure clear next steps

•  Develop an actionable plan to apply influence strategies to a current workplace challenge

Duration

2 Days, 9:00 AM to 5:00 PM daily (instructor-led, practice-based)

Who Will Benefit?

Corporate professionals at all levels who need to gain cooperation, align stakeholders or move work forward across teams and functions without direct reporting authority. Suitable for individual contributors, project and process leads, specialists, team leaders and managers. Suggested group size: 16 to 20 participants.

Prerequisites: none. Participants are asked to bring one current workplace challenge involving stakeholders they do not manage, which they work on throughout the two days.

Learning Approach

Interactive bite-sized learning sessions, self-reflection, stakeholder-mapping exercises, workplace case studies, paired and small-group practice, role-plays, simulations, peer feedback, group discussions and individual action planning.

Programme Outline

DAY 1: THE FOUNDATIONS OF INFLUENCE

Module 1: The Foundations of Influence

•  Knowing yourself: your relationship with influence

•  Authority, power and influence: what is the difference?

•  The shift from getting people to agree to creating commitment

•  Sources of influence: credibility, relationships, expertise and shared purpose

•  Case discussion: why good ideas do not always gain support

Module 2: Know Your Stakeholders

•  Identify decision-makers, influencers, implementers and affected parties

•  Understand stakeholder interests, pressures and success measures

•  Stakeholder mapping: influence, impact and level of support

•  Exercise: map the people involved in a current workplace challenge

Module 3: Build Trust and Credibility

•  The role of competence, consistency and relationship quality

•  Understand before seeking to be understood

•  Active listening, empathy and high-gain questions

•  Practice: uncovering the concern behind a stakeholder's position

Module 4: Communicate for Buy-In

•  Frame ideas around stakeholder priorities and WIIFM

•  Connect proposals to shared goals and business outcomes

•  Make the message clear: issue, impact, recommendation and benefit

•  Paired practice: reframe a proposal for different stakeholders

•  Day 1 reflection

DAY 2: PUT INFLUENCE TO WORK

Module 5: Choose Your Influence Approach

•  A repertoire of influence approaches: rational persuasion, consultation, collaboration, exchange and inspirational appeal

•  Match the approach to the person, purpose and context

•  Flexing communication across different working styles

•  Scenario exercise: which approach is most likely to work?

Module 6: Navigate Resistance and Difficult Conversations

•  Distinguish disagreement, concern and lack of commitment

•  Respond to objections without becoming defensive

•  Explore interests, clarify assumptions and find common ground

•  Constructive challenge and assertive communication

•  Role-play: working through competing priorities

Module 7: From Agreement to Action

•  Build alignment before the formal decision: purposeful conversations and pre-alignment

•  Make the request specific and actionable

•  Clarify ownership, expectations and next steps

•  Follow through without overstepping or relying on authority

•  Simulation: secure cross-functional commitment for a shared deliverable

Module 8: Integrated Influence Practice and Action Planning

•  Workplace influence simulation and peer feedback

•  Personal influence strengths and development areas

•  Apply the learning to one real stakeholder challenge

•  SMART action plan and commitment

•  Wrap-up

Participant Takeaways

•  Personal influence profile: strengths and development areas

•  Stakeholder map for a current workplace challenge

•  Buy-in message framework: issue, impact, recommendation and benefit

•  Influence approach selector: which approach for which person and situation

•  Objection and resistance response guide

•  SMART action plan with a 30-day commitment

Facilitator

Alexis Chuah, Senior Consultant, Cegos Asia Pacific. Corporate trainer and employee engagement consultant with a corporate communications background across technology multinationals in Malaysia, Singapore and Thailand. HRD Corp accredited trainer, Certified NLP Practitioner, Certified Behaviour Designer (Thammasat Design Center), Certified DISCCompass™ Profiler and Instructor, and Certified Trainer, Coach and Speaker, Maxwell Leadership.