Course Objectives:
Achieving Results Through People will enable you to become a more effective leader in Motorola. In particular to:

• Gain commitment from team members and others in order to achieve goals and business results
• Enhance job performance by applying principles of motivation to individuals or groups
• Build credibility in order to effectively persuade others
• Collaborate across functions and groups for mutual benefit
• Reduce ineffective communication
• Provide feedback and coaching to others to improve performance
• Create a personal action plan focused on application of the new skills and knowledge in the work place

Course outline:
Introduction
Working Together: Getting the Best Out Of Others:
Motivation: How Skilled Am I?

• Learn From Your Own Experience ….
• Overview of Module
• What is Motivation?
• Activity Using Your Prework 
• Motivation and the Leader’s Role
• Extrinsic and Intrinsic Motivation
• Which are more powerful at shaping a person’s actions?
• Characteristics of Members of High Performing Work Teams
• Table Top Activity
• Herzberg’s Dissatisfiers and Satisfiers
• Managing Dissatisfied Staff Members
• Manager’s Role in Dealing with Dissatisfaction
• Activity
• How to Build on the Satisfiers
• Herzberg - Key Points
• Motivation Summary To This Point
• Go Beyond Neutralizing Dissatisfiers
• McClelland’s Insights on Work Motivation
• The Need for Achievement; Affiliation or Relationships and Power or Influence
• Changing Behavior – Recommended; Not Recommended
• Activity - Focusing Your Action Plan

Working Together: Persuasion and Collaboration
Persuasion

• What Persuasion is
• New Workplace Reality
• The Four Elements of Effective Persuasion
• Building Credibility; Credibility Quadrant; Credibility Tactic Grid
• Searching for Shared Ground
• Persuasive Communication
• Tool Application
• Providing Compelling Positions and Evidence
• Self Check–Keys to Success
• Individual Activity
• Connecting Emotionally
• Influencing and Persuading Others – Summary
• Activity

Collaboration

• Collaboration Where You Work
• Fostering Collaboration: 3 Essentials
• Collaboration is an ATTITUDE!
• Key Points Summary
• Activity - Focusing Your Action Plan

Communicating for Impact
Components of Effective Communication
Communicating for Impact Skill #1: Reducing Communication Overload
Communicating for Impact Skill #2: Providing Meaningful Feedback Daily

• Two Types of Feedback
• Giving Feedback for Change
• Feedback for Change –Seven Steps
• Creating a climate for feedback
• Feedback–Dealing with “Problem” People

Communicating for Impact Skill #3: Coaching

• Coaching–Discussion Starters 
• Coaching: A Business Necessity
• Informal and Formal Coaching
• Leader/Manager as Coach
• Why Is It Hard To Talk about Performance?
• Assessing the Coaching Need
• Formal Coaching–FACT Model
• Feedback for Change–Seven Steps
• Coaching: Practice Makes Perfect!
• Worksheet Activity - Coaching
• Key Points Summary

Course Review
Activity - Focusing Your Action Plan
Activity - Building Commitment and Alliances