Leadership - Influencing People & Managing Change

Amsterdam Institute of Finance

Amsterdam Institute of Finance

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Who should attend

The Leadership: Influencing People & Managing Change program is relevant to any executives & managers who want to augment & practice their effectiveness in dealing with people or who want to expand their capacity to perform in a leadership role.

The program is especially useful for:

  • Executives who want to develop their influence skills
  • Executives who want to develop their leadership skills
  • Executives in liaison roles
  • Executives in change management roles
  • Team Leaders
  • Project Leaders
  • Line Managers
  • Functional Managers
  • Senior Managers
  • Department Directors
  • BU Directors

About the course

Improve your leadership effectiveness. Build a collaborative, successful work environment.

This program focuses on improving participants’ influence & leadership capabilities, both at the interpersonal level and at the organizational level. Participants will enhance their skills in influencing people in business interactions as well as in leading and managing change throughout an organization. Thus, participants will augment their effectiveness in dealing with people and in making people change their minds and/or behaviors to reach better business and organizational results.

Specifically, the program covers three critical components to Influence & Leadership, which are divided over three days:

  • Day 1: Efficient Influence & Communication Behaviors – Reinforcing Key Behavioral Reflexes in Interpersonal Interactions. Day 1 focuses on reinforcing key efficient communication behaviors that work across a wide range of business and organizational situations. For example, we practice together how to defuse tension or conflict in interpersonal interactions, how to ask questions and remain open-minded to others despite distrust, conflict, or lack of interest, how to use concrete examples to make points more compelling, and understanding the power of non-verbal behaviors.
  • Day 2: Influence across Levels – Using Indirect Influence & Leading with Influence in Groups. Day 2 focuses on ways to enhance influence while taking into account the social/organizational context or the group context. Thus, we go beyond one-to-one, one-shot interactions. For example, this includes understanding the weight of the social/organizational context, exerting influence through indirect means (i.e., through other people or other communication channels), leveraging one’s influence in team & group interactions, ensuring efficient group processes, and leading a group toward a better decision.
  • Day 3: Leading Change – Discussing & Understanding how to Make Change Happen. Day 3 focuses on discussing ways to lead, foster, and implement change throughout the organization. In this last part of the training, we deal with the complexity of collective dynamics. For example, this includes understanding psychological and organizational barriers to change, discussing general strategies to lead and foster change, discussing concrete behaviors to implement change, as well as discussing what makes effective change leaders in today’s organizations.

The program is intensive and hands-on. It starts with an interpersonal efficiency perspective (to enhance participants’ immediate, interpersonal impact) and finishes with an organizational efficiency perspective (to enhance participants’ long-term, organizational impact).

The program is highly interactive. It is based on:

  • Role-plays from top business schools
  • Real-life cases and examples from various countries and organizational settings (those were directly experienced by the faculty or are based on direct observation / interviews with the people involved)
  • Case studies from top business schools
  • Movie clips
  • Empirical, behavioral research (both classic and up-to-date)

How you will benefit

The Leadership: Influencing People & Managing Change program will help you:

  • Augment your effectiveness in dealing with people
  • Develop & practice your influence capabilities
  • Develop & practice your leadership capabilities
  • Expand your capacity to perform in a leadership role
  • Improve your behaviors in one-to-one interactions
  • Improve your use of non-verbal behaviors
  • Learn to deal with negative reactions
  • Learn about strategies of indirect influence
  • Enhance your influence in groups
  • Lead groups toward better decisions
  • Gain a better understanding of barriers to change
  • Learn about strategies to lead change
  • Learn about behaviors to implement change

Days are intensive, from 9:00am to 7:30pm typically. Also, participants will be asked to do some pre-work before the training, which takes about 3 hours.

Content

Day 1:

Efficient Influence & Communication Behaviors – Reinforcing Key Behavioral Reflexes in Interpersonal Interactions

Day 1 focuses on reinforcing key efficient communication behaviors that work across a wide range of business and organizational situations. We will practice key efficient behaviors to improve interpersonal influence and persuasion. The goal will be to practice concrete behaviors that help better manage relationships with others and achieve better results for you, including in tough and stressful environments. We will practice together these behaviors in an interactive and concrete way.

An indicative outline is given below:

Role-Play

Debriefing of the Role-Play

  • Feedback to Participants
  • Understanding underlying interests despite conflict
  • Formal versus informal influence

Real-life business cases & examples about efficient influence, which will help participants practice hands-on:

  • How to understand what your counterpart values
  • How to remain open-minded toward your counterpart despite distrust
  • How to offer appealing solutions

Efficient behaviors & persuasion

  • Manage Timing
  • Asking questions
  • Communicating ideas by using emotional, concrete examples
  • Understanding the power of non-verbal behaviors and emotions
  • Paradoxical behaviors
  • Real-life Examples

Day 2:

Influence across Levels – Using Indirect Influence & Leading with Influence in Groups

Day 2 focuses on ways to enhance influence while taking into account the social/organizational context or the group context. Thus, we go beyond one-to-one, one-shot interactions to practice both indirect influence (i.e., through other people or other communication channels) and influence in teams & groups.

An indicative outline is given below:

Real-life business cases

  • Understanding and mapping the organizational context
  • Understanding the social context of relationships

Real-life examples on indirect/side influence

  • Using other people or other communication channels
  • Manipulating perception

Leading groups toward better decisions

  • Group decision-making role-play
  • Debriefing of the group decision-making role-play
  • Ensuring efficient group processes
  • Understanding conflict in groups

Leading by influence in teams & groups

  • Understanding the social dynamics of groups
  • Influence tactics & behaviors in groups
  • Leadership and norms

Day 3:

Leading Change – Discussing & Understanding how to Make Change Happen

Day 3 focuses on discussing ways to lead, foster, and implement change throughout the organization. In the last part of the training, we thus deal with the complexity and dynamics of large collectives and how to influence those.

An indicative outline is given below:

Case study about leading and implementing change in a business organization

  • Case work in groups
  • Case Discussion

Understanding Barriers to change

  • Psychological / individual barriers to change
  • Organizational / collective barriers to change
  • Real-life cases & examples

Leading & Inducing Change in an organization: An action plan

  • Strategies to lead change
  • Behaviors to implement change
  • Real-life cases & examples

Frameworks to analyze & assess change

  • Business Case: Recent, organizational change in a bank
  • How to analyze strategic choices of change

Take-Aways for Participants

Experts

Marwan Sinaceur

Education PhD in Organizational Behavior, Stanford Graduate School of Business, Stanford University. Biography Marwan Sinaceuris Associate Professor at ESSEC in Paris, and a member of the Institute for Research and Education on Negotiation. Previously, he was Assistant Professor, then Associat...

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Leadership - Influencing People & Managing Change at Amsterdam Institute of Finance

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