skills make the difference between success and failure in business.
This course is designed to build skills that enable people to influence
others in ways that nurture relationships based on mutual agreement and
principles are derived from psychology, linguistics, Systems Theory,
audience: Managers, sales people, technicians, administrators,
any business people who must interact with others.
business communication between a company's personnel and with its
has never been more crucial. The success of team building, quality
and customer service enhancement programs is almost entirely dependent
on communication. The Influencing with Integrity® course
is designed to
build skills that enable people to influence others during the
process in ways that nurture relationships based on mutual agreement
trust. Training principles are derived from the fields of psychology,
and confluent learning. The focus is on interpersonal communication
and relationships as they apply in the business environment. The
textbook for the course is Influencing with
by Dr. Genie Z. Laborde. In the book Dr.
describes how Neuro-linguistic Programming can enhance our ability to
should take this course? Managers,
technicians, and administrators are all candidates for this training.
than 5000 IBM personnel from all of the above areas have taken this
you will learn. After
completing this course you should be able to:
concept. Practice ensures that new
become part of your behavior. Most of the seminar hours are devoted to
practice. The sequence is:
how human beings process information and how it influences our thoughts
other people's subtle nonverbal cues to better understand and influence
through observations of others when rapport has been established.
advanced techniques to establish and maintain rapport.
your outcome with others to create win-win situations.
"anchors" during presentations to better ensure recall of important
old habits during the communication process to increase options and
stimulus-response to enter a resourceful "State of Excellence."
theory. The training makes extensive
of "pattern interrupt" techniques that are known to facilitate learning
through the cycle of "initial confusion - receptivity -
We also use the learning technique of association. Various visual and
stimuli are introduced as the student moves through a cycle of knowing
(old information) - now knowing (new information) - knowing (learning
new information). In addition, much of the learning process is
This is one of the most effective techniques to show students how to
hear, and feel the effect of new skills, information, and desired
Other learning techniques in the training design include demonstration,
examples, repetition, symbols, metaphors, humor, and enhanced-learning
of a new concept learned from watching master communicators.
12-minute video demonstrating the concept/skill.
in groups of three or four to practice the skill.
of how this skill will be useful in your job.
new concepts learned in the seminar become skills as they are
into your natural behaviors. The concepts/skills are organized in as
six hidden processes of communication
content of communication
1: Perception in Communication
2: Audible and Visible Signs of Internal Processes
introduce the idea that each of us has a perceptual preference: seeing,
hearing, or feeling and this perceptual preference influences our
decisions, and actions.
skills in listening for the words one uses, which often reflect the
modality being used at a moment in time.
skills in recognizing the primary sensory modality of someone else by
their eye movements, gestures, and postures and by listening to their
sensory awareness of the patterns of the other person(s) in any
4: Maps of Reality
skills to enable participants to state outcomes which are specific and
the concept of dovetailing (win-win) outcomes as an intrinsic step
5: Sensory Acuity
participants with how people delete, distort and make generalizations
information and the consequences.
understanding of communication by acknowledging that each of us is
from our own unique map of reality.
to interrupt your usual patterns of communication in order to try out
seeing new patterns in your communication partner.
to the conscious level useful information which may have previously
7: Synergy of Six
specific verbal and nonverbal skills so students can gain and, if
regain rapport during an interaction.
students a conceptual understanding of what to do at the beginning of
interaction so that a high quality information exchange will
8: Super Questions
the information covered in the first six modules.
skills in recognizing, matching, and translating sensory
skills in recognizing and matching voice qualities to build
the cumulative effect of using several different skills in
flexibility in behaviors during the communication process.
to recognize low quality information during the communication
a series of super questions to uncover, recognize, and handle important
information appropriately to further the purpose and process of the
10: State of Excellence
a conceptual understanding of Stimulus-Response as a natural process of
an understanding that our life experiences have set up patterns which
be changed by the Stimulus-Response mechanism.
sensory acuity in order to be able to recognize nonverbal patterns for
acceptance, rejection, confusion, and understanding.
skills in moving from a state of low resourcefulness to a state of high
students an understanding of the use of nonverbal associations when
information and build skills for incorporating them into verbal
skills in planning a presentation so that both verbal and nonverbal
are used effectively.
a new response to stressful situations so that stress becomes a
for a State of Excellence.
skills in analyzing situations and constructing metaphors for indirect
skills in using additional verbal techniques in presenting
students an understanding of negotiating and influencing based on
and principles developed from masters of these processes.
skills for utilizing these concepts and principles in specific business
seminars $1400 for three days:$500 for one day
$750 per person for three days with 24 in class
- Corporate / Institutional leas of Video Rights:
$10,000 annual fee / 3 year minimum
are reduced for larger numbers of participants.
- Call 800.228.4069 or email