Influencing and Negotiation (Half Day)

‍Course Code: INFLUEN

Duration: Half Day

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COURSE AIMS:

The ability to influence and inspire others is a key requirement for many people. It takes confidence, self-belief, and excellent communication skills.  This programme reveals how, by changing your mind-set and applying specific skills, you can find your own inner power to influence and negotiate in order to get a win/win outcome with a range of stakeholders

COURSE PRE-REQUISITES:

This programme is for you if you need to gain willing co-operation from others, without jeopardising relationships and without resorting to manipulation. This programme will help you with strategies, tactics, tools, and techniques to influence others and gain commitment, irrespective of your level of authority. You will also gain the skills, knowledge and behaviours to achieve successful outcomes to achieve a win/win outcome that benefits all.

COURSE OBJECTIVES:

On completion of this course delegates will be able to:

• Build confidence in dealing with others
• Put forward new ideas effectively
• Understand the key models of influencing and negotiation
• Understand how to manage others resistance to change and how to negotiate a win/win outcome
• Manage key stakeholders more effectively
• Understand where power lies when negotiating and influencing
• Understand how to influence in a virtual world

COURSE CONTENT:

Introduction and Objectives

What is Influence and what is Negotiation?

• Defining terms - influence, persuasion, manipulation
• How our intention dictates whether we are influencing or manipulating
• From 'push' to 'pull' - bringing people with us

Preparing to Influence and Negotiate

• Developing confidence
• The skills and qualities of an effective influencer and negotiator
• Clarity of what we want and setting appropriate goals

Influencing and Negotiating in a virtual world

• Understand your Range
• Effective behaviours and Influencing strategies
• Sources of Power when Influencing and Negotiating
• Achieving a Win/Win Situation
• Influencing upwards

Skills of an Effective Influencer and Negotiator

• Multi-level questioning to identify the other party's values and needs
• Excellent communication skills
• Whats my style?

Dealing with Resistance

• Gaining understanding through active listening skills
• Commitment through the "pull" approach

Practical application of the tools and techniques

Action planning

Review of Programme

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