AMA Weeks

Learning Objectives

• Describe and Apply the Five Principles of Effective Leadership Communication
• Craft a Compelling Leadership Message That Inspires Action and Produces Results
• Describe and Apply Four Leadership Communication Styles
• Take Charge of a Group of People and Win Their Support
• Communicate the Strategic Direction with Passion
• Set the Operational Direction (Delegate Responsibility) in Ways That Get Action
• Influence Buy-In and Committed Action
• Inspire People to Do Their Best
• Coach, Counsel, and Mentor Others to Build Their Skills and Grow Personally
• Recognize and Reward People for Their Efforts and Good Work
• Handle Tough Situations in Ways That Minimize Resistance and Maximize Acceptance

The Voices of Effective Leaders Past and Present

• Define Leadership
• Describe Typical Leadership Situations, and Assess How Well You Use the Language of Leadership in Those Situations
• Describe Five Traits of Effective Leaders as Communicators and Assess How Well You Demonstrate Those Traits
• Explain How Effective Leaders—Past and Present—Have Communicated Well

Finding Your Leadership Voice

• Describe the Two Components of a Leader’s Voice
• Describe How to Find Your True Voice as a Leader
• Describe Four Leadership Communication Styles and Identify Your Dominant Style
• Describe When and How to Use Each Style

Crafting a Compelling Message That Influences, Inspires, and Produces Results

• Gather Your Thoughts Quickly to Craft a Message
• Pinpoint the Desired Results of Your Leadership Message
• Tailor Your Message to the Intended Audience So That It Resonates

Getting the Attention and Understanding of Those You Wish to Lead

• Get the Genuine Attention of Followers
• Generate Presence and Charisma That Command Respect
• Send Clear Messages That Maximize Audience Understanding
• Tell Dramatic Stories That Captivate Audiences and Make Your Message Clear

Setting the Direction for Others

• Communicate a Strategic Direction (an Inspiring Vision, Mission, and Values Statement) with Passion and Precision
• Set the Operational Direction, Assign Responsibility, and Delegate Authority in Ways That Prompt Others to Take Responsibility

Influencing Buy-In and Committed Action

• Describe and Apply Nine Different Influence Strategies
• Get Others to Accept, Endorse, and Advance Your Agenda
• Overcome Resistance and Initiate Change

Inspiring Others to Do Their Best

• Describe the Factors That Motivate and Demotivate People
• Light a Fire in the Hearts of Others

Coaching, Counseling, and Mentoring for Improved Performance

• Conduct Authentic Coaching, Counseling and Mentoring Sessions
• Provide Positive Feedback and Constructive Criticism

Address Tough and Touchy Situations in Ways That Defuse Tension

• Discuss the “Undiscussables” and Other Sensitive Issues Tactfully
• Defuse Tension and Assert Yourself Well in Tense Situations
• Deliver Bad News and Unpopular Changes in Ways That Win Acceptance
• Handle Conflict and Mediate Disputes

Learning Objectives

• Explain the Psychological Foundation to the Laws of Persuasion
• Understand the Psychological/Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
• Apply and Adapt the Appropriate Law(s) of Persuasion in a Given Situation
• Recognize the Implications of Unethical Approaches to Influencing People
• Use the Pre-Persuasion Checklist to Prepare to Influence a Person

Foundation of Influence and Persuasion

• Explain the Law of Involvement, and How It Affects Your Ability to Persuade Others
• Understand That if Your Audience Is Not Engaged, Not Listening, and Not Involved—You Can’t Persuade Them
• Building Trust Is the Glue That Keeps the Whole Persuasion Process Together
• Apply This Law of Persuasion Back on the Job

Engagement and Trust

• Explain the Law of Involvement, and How It Affects Your Ability to Persuade Others
• Understand That if Your Audience Is Not Engaged, Not Listening, and Not Involved—You Can’t Persuade Them
• Building Trust Is the Glue That Keeps the Whole Persuasion Process Together
• Apply This Law of Persuasion Back on the Job

Appealing to Human Nature

• Describe the Psychological/Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
• Explain the Laws of Persuasion That Pertain to Human Nature
• Apply the More Appropriate of the Two Laws of Persuasion in a Given Situation
• Recognize the Implications of Unethical Approaches to a Given Situation
• Apply these Laws of Persuasion to Your Job

Fulfilling Emotional Needs

• Describe the Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
• Explain the Laws of Persuasion as They Pertain to Emotional Needs
• Select and Apply the Appropriate Law(s) Of Persuasion in Any Given Situation
• Recognize the Implications of Unethical Approaches When Using These Laws
• Apply the Laws of Persuasion Back on the Job

Shaping Perceptions

• Recognize the Impact of First Impressions on Other People and of Positive Versus Negative Verbal and Nonverbal Communication
• Explain the Laws of Persuasion That Shape One’s Perceptions
• Select and Apply the Appropriate Law of Persuasion to Any Given Situation
• Recognize the Implications of Unethical Approaches When Using These Laws
• Apply the Laws of Persuasion to Your Job

Creating Discomfort

• Explain the Laws That Create Discomfort and How They Affect Your Ability to Persuade Others
• Select and Apply the Appropriate Laws(s) Of Persuasion in Any Given Situation
• Recognize When and How to Use Discomfort and the Appropriate Level
• Recognize the Implications of Unethical Approaches When Using These Laws
• Apply the Laws That Create Discomfort on the Job

Balancing Emotions and Logic

• Explain the Law of Balance, and How It Affects Your Ability to Persuade Others
• How to Analyze and Adapt the Balance Based on Your Audience
• Apply the Law of Balance to Your Jobs

Pre-Persuasion Checklist

• Use the Pre-Persuasion Checklist to Effectively Determine the Appropriate Law(s) of Persuasion for a Given Business Situation
• Apply the Laws of Persuasion to Your Job