Influencing Strategies and Secrets
By Rowen Untivero
Influencing Strategies and Secrets by Rowen Untivero
Do you know that a lot of business deals, money, time, resources and relationships are wasted every day because less than 25% of sales, customer service, management personnel, executives and entrepreneurs have some rough idea and unpolished skill in influencing?
Most people still think of just being assertive or meek resigned to be one the other extreme! Despite studies revealing that only 7% of communication is verbal, and less than 4% are natural-born readers of tones and body language, very few have had the opportunity to learn the science of 3D Language!
This 5 afternoon course provides decades of knowledge and skill development acceleration, skipping
very costly mistakes and lost opportunities. This seminar provides personality and situational
context-anchored influencing strategies as well as a visual framework on reading and systematic
calibration of the verbal, tonal and body language. It teaches the participant how to read choices
of words, tones and body language, relative to situational-context.
Much more, it covers communicating with the right choice of words, structure, body language
and emotional flavor as needed, to secure the intended behavioral response to proposals,
requests, suggestions, recommendations, appeals and various counters to such. In the end,
participants, learn how to secure agreements and alignments with minimal if not calibrated
impact on relationships.
Participants are provided the science via framework and tools. Exercises and live role-plays provide a class-wide experience that allow for immediate application of skills. Post-encounter analysis allows participants to learn from execution triumphs as well as tragedies, the latter of course, they would rather experience in the safety of the seminar skill lab than in the unforgiving realm of the real world.
Influencing: Power or Charisma?
Mother Framework Influencing and 3D Communication
5Cs Dimensions of Influence
3 Types of Influence Leveraging
3+1 Steps of Situational Influencing
Role of 5Cs in Each Step
2-Axis, 4 Footings, 5Cs Drivers of Influencing Method Selection
13 Strategies Logically Arranged into Primary, Secondary and Tertiary Methods subject to Situational Necessities
Shows how the tool integrates Personality Profile, Influencing Dimensions and PRISM 13
Show how to use the tool
- Utilizes participants’ real cases
- Applies directly the framework-anchored tool to participants’ real cases
- Introduction to the Relationship Leveraging
- Relationship multi-dimensions
- Tool-based Establishment and Development of Relationship Leverage
- CSE Communication Components
- Triangle of Holistic Communication Pie Share of Each Communication Dimension
- Pie Share of Each Communication Dimension
- Introduction to Language Wheel & Bearing
- Valence of Pronouns
- Receiving Preference by Personality Type
- Receiving Turn-offs by Personality Type
- Language Bearing Phraseology
- Negatively-Charged Words
- Positively-Charged Words
- Tonal Bearings
- Dynamic Variations
- FLAB 3D Language Cluster Reading
- Seeing Through Masking
- 4 Critical Dispositions
- Matrixed-guide to Reading Disposition Through Body Language
- Making Appropriate Projections
Contextual applications of 5Cs of influencing and the influencing algorithm
Reading body language in clusters
Reading tones and verbals face-to-face and over the phone
Calibrating verbals, tones and body language projections
Dangers of and reading through masking attempts
Selecting situation-appropriate influencing strategy anchored on contextual drivers
Using calibrated language in difficult situations like customer complaints handling and tough negotiations
Calibrating response to threats
Deploying a well-crafted threat
Leveraging on relationship using calibrated language
Protecting relationship during friction-laden negotiations
Food & Beverage
Key Benefits for Participants:
Awareness and consciousness of frameworks, and principles of influencing skills
Understanding of the psychological algorithm on how influencing works based on personality and situational context
Understanding of how 3D language (verbal, tones and body language) calibrations translate to effective influencing while avoiding deadly pitfalls and setbacks
Skills seeds needed to reinforce or replace current influencing practices/malpractices
Earned confidence points that reinforce influencing effectiveness
Key Benefits for the Company
The company will gain:
From saving money, effort, time and other valuable company resources
Relief from wasting valuable company resources because of poor influencing execution
More completed tasks/output while managing better relationships and minimizing friction when dealing with your counterpart companies as well as between team members of your company
Positive ripple effects on other team members
The impact of a more productive and job-satisfied negotiations-trained personnel/team
May 11, 12, 18, 19, 23, 2023
3:00 PM - 6:00 PM
Who Should Attend
Every Sales Person
Buyers and Purchasing Personnel
Managers and Supervisors
Anyone who deals or collaborates with either external or internal counterparts
Customer service personnel
Other customer-interfacing personnel
Consumer and Market Understanding
Real Stories (Sales Cases)
Class-observed and critiqued Role Plays
Partner and Chief Sales Strategist
A veteran of Training, Coaching and Consulting for a quarter of a century and with almost 3 decades of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing as well as management in general via his original framework, processes and tools.
He has contributed much science to business as the pioneering developer of the world’s first mathematics of negotiation, the strategic nego-mapping methodology, reading and projecting verbals and tones, systematic account development strategies, tools in a business-to-business setting, sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more.
He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.
He graduated Cum Laude at the University of the Philippines, Diliman, with a bachelor’s degree in BS Economics,; supplemented by MBA studies in De La Salle University, an Executive Education Program on Strategic Business Leadership from the University of Chicago Booth School of Business-Illinois, USA.
He was Country Manager for Alcatel Mobile Phones, before moving to entrepreneurship.