Course curriculum

  • 1

    Introduction

    • Introduction: The Influence GAME

    • Introduction: The Influence GAME

    • The Influence GAME Workbook
  • 2

    The “Big G” – Defining the Strategic Goal

    • Overview: The “Big G” – Defining the Strategic Goal

    • J&J's 'Big G'

    • Define the goal

    • Know what decision you want made
  • 3

    The “Big A” – Defining the Strategic Audience

    • Overview: The “Big A” – Defining the Strategic Audience

    • In crises, have a singular goal

    • Stakeholder dynamics evolve

    • Consider global stakeholders

    • Consider external and internal audiences

    • Case example: defining the GAME in crisis
  • 4

    The “Big M” – Defining the Strategic Message

    • Overview: The "Big M" - Defining the Strategic Message

    • Be clear what decision you are after

    • Tailor messages to audiences

    • Message has to be clear and consistent
  • 5

    The “Big E” – Choosing the Strategic Expression

    • Overview: The "Big E" - Choosing the Strategic Expression

    • Will need to utilize multiple expressions

    • Fit expression with the culture
  • 6

    The “little g” – Defining Your Interaction’s Purpose

    • Overview: The "little g" - Defining Your Interaction's Purpose

    • Defining the goal

    • Resonate with the audience

    • Know decision before you walk in the door

    • Know what action you want

    • Exercise for defining the goal
  • 7

    The “little a” – Understanding Your Audience

    • Overview: The "little a" - Understanding your Audience

    • Three tools for understanding your audience

    • Rapport

    • Be patient - listen

    • An example of bad rapport

    • An example of better rapport

    • Rapport building exercise

    • Eye movements

    • Eye movement exercise

    • The Myers-Briggs Type Indicator (MBTI)

    • Four Dimensions of the MBTI

    • The values ladder

    • Understanding FDA's values

    • Appealing to shared values

    • Practice climbing others' values
  • 8

    The “little m” – Crafting Your Message

    • Overview: The "little m" - Crafting Your Message

    • A playbook of influencing tactics

    • We can expand our repertoires

    • Use logic and emotion

    • Authority

    • Logic

    • Case example: using logic

    • Finding precedence

    • Using friendship

    • Consulting

    • Asserting

    • Vision & Values

    • Case example: appealing to a higher value

    • Exchanging

    • Coalition building

    • Evoke a positive frame

    • Example of a helpful frame

    • The metaphor

    • Metaphor exercise

    • Narratives

    • Use stories of yourself and of customers

    • Narrative Exercise

    • A second narrative exercise
  • 9

    The “little e” – Expressing Your Message Effectively

    • Overview: The "little e" - Expressing Your Message Effectively

    • Congruence of body posture

    • Body language at FDA

    • Show your passion and energy

    • Tips for adopting effective body congruence

    • Body posture exercise

    • Tone and rhythm

    • Tone and rhythm in the work we do

    • Tone and rhythm exercise

    • Second tone and rhythm exercise