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Purpose and benefits

Organisations today are flatter, leaner, and meaner than they have ever been. In a bid to drive out inefficiencies and unnecessary costs, many organisations have taken on a “matrix” or networked structure that relies upon co-operation within and between teams from the different parts of the business. The advent of these new organisational structures has meant that the traditional “command-and-control” style of management is becoming less important. As a result, working relationships are based less on power and authority than on influence and persuasion.

Influence and persuasion emphasises the human connection. Rather than “telling” someone what to do, you now have to understand where their values, beliefs, and motivations lie so that you can influence or persuade them to meet your agenda. This is a much more sophisticated form of communication and one which you may not feel properly equipped to manage. However, most of us already do this far more than we realise, so by increasing your awareness of your instinctive talents, you will be able to develop your skills and put them to more effective use.