About the course
Ideas matter. Innovations can change the future of companies. But in any organization, having good ideas is never enough. Those ideas also need to be “marketed” within companies. No matter what their functional role, executives and managers must regularly sell ideas to decision-makers, peers, and subordinates. In this highly interactive program, you’ll learn what it takes to successfully advocate your ideas. Successful advocates know how important it is to clearly communicate their ideas, how their reputations shape how people respond to their ideas, how they need to build partnerships and alliances with others in getting ideas adopted, how they must “pre-sell” any idea long before formal meetings, and how to be persuasive and influential in meetings. We will discuss new research on each of those topics, research that offers you interesting and surprising ways to champion innovations in your organization.
5% Why Advocacy Matters
- Why having a good idea is not enough, you also have to “market” that idea
15% Effectively Communicating Your Idea
- Ways to organize your message to ensure memorability
- How to frame ideas so they are persuasive
15% Building Credibility and Affinity
- Why a personal brand matters; why the “brand name” of your team matters
- Ways to discover and enhancing your brand name—shaping perceptions of trustworthiness, competence, and social effectiveness
20% Creating Partnerships
- The value of narrative—how to successfully tell stories that are persuasive
25% Pre-selling—the more important the issue is, the more it needs “sold” before any formal meeting
- Marketing your ideas internally—building the case for your idea
- Understanding what motivates decision makers
- Successfully handling objections
20% Influencing Skills
- How to persuade decision-makers to “buy” your idea
- Overcoming resistance to your idea
Primary -- LEADERSHIP DEVELOPMENT: Adaptability, Communication, Empathy, Initiative, Interpersonal Relations, Judgment, Motivation
Secondary -- EXECUTING/CONTROLLING/EVALUATING: Decision Making, Use of Authority, Coordination
Tertiary -- PLANNING/ORGANIZING: Problem Identification, Analysis, Evaluating Alternative Solutions
Dr. John Daly (Ph.D., Purdue University, 1977) is the Liddell Centennial Professor of Communication, University Distinguished Teaching Professor, TCB Professor of Management, and an Adjunct Professor of Pharmacy. He has published more than one hundred articles and chapters in scholarly publicatio...
Read more about Business Communication
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.