One of the key components of leadership is having the ability to affect outcomes. Whether negotiating a fee structure for a new project, managing client expectations, recruiting employees, or partnering with colleagues, leaders need to build trust, gain support, and systematically influence results. But how does the process work? And how can influencing be applied strategically in different situations?
Lee E. Miller, a professor of management at Seton Hall's Stillman School of Business and a premier trainer in the field of leadership, influencing and negotiating, leads three upcoming sessions in March on Strategic Influencing.
Miller, co-author of the critically acclaimed A Woman's Guide to Successful Negotiating, will take students through the process of becoming leaders who shape outcomes. Using role playing and small group exercises, these highly interactive workshops will allow participants to experience the process of influencing in different cultural and organizational contexts. Students will analyze different situations and design appropriate strategies to achieve their goals and maximize outcomes. They will practice building consensus within and across teams, and learn how to exercise subtle influence, without resistance. At the end of this course, participants will understand the roles of anchoring, legitimacy, desire, persuasion, and consensus in successful influencing strategies.
Students may begin by taking either, Strategic Influencing and Communication for Women (3/3), or Strategic Influencing and Communication (3/17). In these workshops students begin to understand and approach influencing in a systemic way, being aware of the context in which influencing takes place and how the roles of individuals and other factors can determine outcomes. Strategic Influencing and Communication for Women considers that men and women may need to employ influencing and negotiating techniques differently and offers the practical guide to help women shape outcomes in their own organizations as well those involving clients, suppliers, and business partners. Register by February 24 and receive a tuition discount and a complimentary copy of A Women's Guide to Successful Negotiating. In Advanced Strategic Influencing (3/24), students learn how to develop an influencing plan, while considering the roles of various players in the decision-making process, and building on the skills developed in the prerequisite workshop.
- Workshop 1 -
Strategic Influencing and Communication for Women
Friday, March 3, 9 a.m. - 12:30 p.m.
- Workshop 2 -
Strategic Influencing and Communication
Friday, March 17, 9 a.m. - 12:30 p.m.
- Workshop 3 -
Advanced Strategic Influencing
Friday, March 24, 9 a.m. - 12:30 p.m.
Seton Hall University Campus, 400 South Orange Avenue, South Orange, NJ
- Early Bird Registration for one workshop - $229, or $259 for regular registration. See links below.
- Early Bird Registration for two workshops - $444, or $499 for regular registration. See links below.
Students must take either Workshop 1 or Workshop 2 as a prerequisite for taking Workshop 3, Advanced Strategic Influencing.
Seton Hall alumni discounts available. Please contact CEPS@shu.edu for further details.
Participants can earn up to 3 SHRM PDC at each session.
- Workshop 2 - Strategic Influencing and Communication Register »
- Workshop 3 - Advanced Strategic Influencing Register »
- Workshops 1 & 3 - Strategic Influencing & Communication for Women Bundle Register »
- Workshops 2 & 3 - Strategic Influencing and Communication Bundle Register »