Lee E. Miller has been called the "high priest of the give and take art." Through his books, articles, corporate training sessions and lectures, Miller has taught countless professionals how to motivate others to get what they want. Miller, a professor of management at the Stillman School of Business, leads a two-part workshop series on strategic influencing and communication on June 12 and 15.
Miller's approach is about harnessing the U Perspective, a negotiating technique which asks people to trade their wants for the point of view of the person they are trying to influence. "Most people assume that everyone sees the world as they do," writes Miller. Rather than trying to get people to follow your lead, he suggests, identify what others believe and want, and use that as a motivator. Miller argues that it is easier to get someone's support when you can demonstrate that what you need, can also benefit their interests.
During the upcoming series of Strategic Influencing Workshops, Miller, co-author of the critically acclaimed A Woman's Guide to Successful Negotiating, will take students through the process of becoming leaders who shape outcomes. 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. Students will analyze various situations and design 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, without resistance. At the end of this course, participants will understand the roles of anchoring, legitimacy, desire, persuasion, and consensus in successful influencing strategies.
In Strategic Influencing and Communication (June 12), 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. In Advanced Strategic Influencing (June 15), 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.
• Workshop 1 - Strategic Influencing and Communication
Monday, June 12, 9 a.m. - 12:30 p.m.
• Workshop 2 - Advanced Strategic Influencing
Thursday, June 15, 9 a.m. - 12:30 p.m.
Location: Seton Hall University Campus, 400 South Orange Avenue, South Orange, NJ ITV Room, 1st floor, Walsh Library
• Registration for one workshop $259 or $499 for both workshops. Students must take Strategic Influencing and Communication as a prerequisite for taking Advanced Strategic Influencing. Seton Hall alumni discounts available. Please contact CEPS@shu.edu for further details.
Participants can earn up to 3.5 SHRM Professional Development Credits for each workshop.
Workshop 1 Strategic Influencing and Communication - Register »
Workshop 2 Advanced Strategic Influencing - Register »
Workshops 1 & 2 Strategic Influencing and Communication Bundle - Register »