Washington University in St. Louis
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MGT640: Strategies for Influencing Others

Technical Leadership Certificate
Course summary:
Whether it’s an innovative breakthrough or a simple process improvement, making it happen requires commitment from others in the organization. The best way to gain this commitment is to have a strategy for each stakeholder. 
 
Course experience:
This course shows leaders and individual contributors how to package their ideas in a way that will win over even the most skeptical individuals. Participants learn strategies for efficiently capturing people’s attention, transforming their perspectives, and gaining their commitment to taking action.
 
Who should take this course?
Technical professionals wishing to earn Washington University's Technical Leadership Certificate. This course is designed to teach participants ways to increase their effectiveness with teams, in meetings and in individual discussion with peers, managers, vendors and customers.
 

Course outline:

  • Influence to Achieve Results: Facilitator reviews the context of influencing in today’s business world. The three components of influencing are introduced.
  • First Things First: Learners discuss the levels of commitment. The Commitment Worksheet is introduced, and learners list the names of their stakeholders. In pairs, they identify the current commitment level and what level is needed to move their ideas forward.
  • Seven Strategies: Seven strategies of influencing are introduced with learners discussing how to adapt strategies depending on the stakeholder. Learners participate in an activity based on one of the strategy, Consider Environmental Factors. Learners review the importance of gathering data and how it can be used when determining strategy. Through a video-based activity, learners gain an understanding of three other strategies they can use to gain commitment. Learners continue to work on their opportunity on their Commitment Worksheet.
  • Package Your Strategies: Facilitator uses a demonstration to illustrate how the best packaging engages hearts and minds. Learners watch a video to see the three packaging techniques in action. The debrief overviews the packaging technique of The Unexpected. In small groups, learners use the Paint the Picture technique to present an idea. The last technique, The Power of Questions, is reviewed and learners work in teams to generate provocative questions. They report out their questions to the rest of the group. Learners determine which packaging techniques will work with their stakeholders and then discuss with a partner.
  • Get Commitment to Act: Facilitator reviews the final steps in gaining commitment—Gauging Readiness and Agree on Next Steps. Referring back to the video, learners determine what clues might facilitate these last steps. Learners answer reflection questions and discuss what they will do differently going forward.

Accrediting Associations:

Learning outcomes:

  • Conduct everyday conversations that inspire their direct reports to achieve their personal best.
  • Nurture workplace relationships and grow trust.
  • Give feedback for improvement that’s more comfortable for themselves and their direct reports.
  • Convey clear expectations for what their direct reports should be achieving and how.
  • Champion a conversation-based approach to managing performance within their organization.
Type:
On Campus
 
Instructor:
J.D. Frailey
 
Day & Time:
Wednesday Dec 4, 2024
8:30 a.m. to 12:30 p.m.
 
Enrollment Deadline:
Nov 27, 2024
 
Location:
511 Lopata Hall
 
Course Fee(s):
$595
 
CEUs:
0.4
 
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Enrollment Deadline is Nov 27, 2024 at 5 PM CST. Beyond this date, please call 314-935-4444 to register.

CANCELLATION POLICY
A full refund will be given when a registrant cancels more than five (5) business days prior to the start of the class. Cancellations received within 5 business days of the start of the class and no-shows will be billed in full. Another person may be substituted at any time at no additional charge.
 
A request to transfer a class to a future date can only occur if the request is more than 5 business days prior to the start of class.  Otherwise, the request will be considered a cancellation and the policy will apply.

e way to organize information on a website page when there is a large amount of content that needs to be separated into distinct categories. Label your tabs with one or two words that define each category of information.

Type:
Virtual Classroom
 
Instructor:
Gretchen Pettet
 
Day & Time:
Monday Feb 24, 2025
3:00 to 7:00PM
 
Enrollment Deadline:
Feb 17, 2025
 
Location:
Zoom
 
Course Fee(s):
$595
 
CEUs:
0.4
 
add2cart
 

Enrollment Deadline is Feb 17, 2025 at 5 PM CST. Beyond this date, please call 314-935-4444 to register.

CANCELLATION POLICY
A full refund will be given when a registrant cancels more than five (5) business days prior to the start of the class. Cancellations received within 5 business days of the start of the class and no-shows will be billed in full. Another person may be substituted at any time at no additional charge.
 
A request to transfer a class to a future date can only occur if the request is more than 5 business days prior to the start of class.  Otherwise, the request will be considered a cancellation and the policy will apply.

e way to organize information on a website page when there is a large amount of content that needs to be separated into distinct categories. Label your tabs with one or two words that define each category of information.

Type:
On-Campus Classroom
 
Instructor:
Ladan Kamfar
 
Day & Time:
Tuesday | May 27, 2025
1:00 to 5:00 p.m.
 
Enrollment Deadline:
May 20, 2025
 
Location:
511 Lopata Hall 
Danforth Campus
 
Course Fee(s):
$595
 
CEUs:
0.4
 
add2cart
 

Enrollment Deadline is May 22, 2025 at 5 PM CST. Beyond this date, please call 314-935-4444 to register.

CANCELLATION POLICY
A full refund will be given when a registrant cancels more than five (5) business days prior to the start of the class. Cancellations received within 5 business days of the start of the class and no-shows will be billed in full. Another person may be substituted at any time at no additional charge.
 
A request to transfer a class to a future date can only occur if the request is more than 5 business days prior to the start of class.  Otherwise, the request will be considered a cancellation and the policy will apply.

e way to organize information on a website page when there is a large amount of content that needs to be separated into distinct categories. Label your tabs with one or two words that define each category of information.

Type:
Virtual Classroom
 
Instructor:
Debra Lassman
 
Day & Time:
Thursday | Sept 11, 2025
4:00 to 8:00PM
 
Enrollment Deadline:
Sept 4, 2025
 
Location:
Zoom
 
Course Fee(s):
$595
 
CEUs:
0.4
 
add2cart
 

Enrollment Deadline is Sept 4, 2025 at 5 PM CST. Beyond this date, please call 314-935-4444 to register.

CANCELLATION POLICY
A full refund will be given when a registrant cancels more than five (5) business days prior to the start of the class. Cancellations received within 5 business days of the start of the class and no-shows will be billed in full. Another person may be substituted at any time at no additional charge.
 
A request to transfer a class to a future date can only occur if the request is more than 5 business days prior to the start of class.  Otherwise, the request will be considered a cancellation and the policy will apply.

e way to organize information on a website page when there is a large amount of content that needs to be separated into distinct categories. Label your tabs with one or two words that define each category of information.

Applies toward the following certificates:

Technical Leadership Certificate
Performance Management Badge
Have questions?
Contact us if you would like to speak with a program director or visit our Frequently Asked Questions page.
 
The class was a good leaning opportunity that I enjoyed thoroughly. Clara Hampton - Boeing
"Good practical knowledge everyone needs, and not just at work." MGT640: Strategies for Influencing Others