SOUTH ORANGE, NJ — Lee E. Miller, a professor of management at Seton Hall’s Stillman School of Business and a premier trainer in the fields of leadership, strategic influence and negotiation, will lead three upcoming sessions this fall on strategic influencing.
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? How does it work best? And how can influencing be applied strategically in different situations?
Miller, co-author of the critically acclaimed “A Woman’s Guide to Successful Negotiating,” will take workshop participants through the process of becoming leaders who shape outcomes by design. 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 by analyzing different situations and designing 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 while limiting resistance. At the end of this course, participants will understand the roles of anchoring, legitimacy, desire, persuasion and consensus in successful influencing strategies.
The classes are open to the public and SHRM professional development credits are available.
Participants may begin by taking either “Strategic Influencing and Communication” on Nov. 4 or “Strategic Influencing and Communication for Women” on Nov. 18. 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.
Register by Oct. 28 for the Nov. 18 session and receive a tuition discount and a complimentary copy of “A Women’s Guide to Successful Negotiating.”
In “Advanced Strategic Influencing” on Dec. 2, 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.
All classes will be held on Fridays, 9 a.m. to 12:30 p.m., on the Seton Hall University campus at 400 South Orange Ave., South Orange. For more information and to register, visit www.shu.edu/Influence or contact Karen Passaro at 973-761-9087 or ceps@shu.edu.
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