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NEGOTIATING AND INFLUENCING SKILLS

Intended Audience:

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Any employee or manager who is required to influence, persuade, negotiate, and/or achieve consensus among diverse stakeholders and parties.

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Applicable where individual wishes to achieve agreement and consensus among differing perspectives and needs.
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Relevant for negotiating with both internal and external constituents.

Duration: Two Days

Methodology for Delivery: Highly interactive and experiential using a variety of cases, exercises, role plays, small problem solving groups, dialogue and practice. Flip charts, brief video, small table groups. Based on adult learning principles.

Participants will learn:

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Learn a variety of tools, as well as a six part model to more effectively influence and negotiate with others;

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Obtain a framework for gaining consensus and commitment;

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Gain insight into one’s own negotiating and influencing style, as well as how to deal with typical approaches of others;
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Learn a Strategic Influencing model when having to deliver “difficult” news that needs understanding and “buy-in”
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Learn strategies for overcoming resistance to new initiatives and goals;
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Learn how to prevent the escalation of conflict during negotiations;

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Apply skills to real workplace influencing and negotiating challenges
   

Expected Results:

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Enhanced knowledge of key elements contributing to influencing and negotiating effectiveness
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Knowledge and practice negotiating contentious issues using a 6-step negotiating model
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Insight into one’s preferred influencing approach, including how to flex one’s style appropriately to achieve required outcomes
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Practice in using a collaborative (win-win) approach to achieve desired outcomes for all parties
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Techniques in moving parties from resistance or compliance to commitment
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Increased awareness of one’s impact on others and confidence in new ways to influence others

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INTEREST-BASED PROBLEM SOLVING AND NEGOTIATION

Intended Audience:

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Any employee or manager who is required to influence, persuade, negotiate, and/or achieve consensus among diverse stakeholders and parties.

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Applicable where individual wishes to achieve agreement and consensus among differing perspectives and needs.

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Relevant for negotiating and problem solving with both internal and external constituents.

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Also, relevant to managers wanting to foster improved employee relations

Duration: One or Two Days

Methodology for Delivery: Highly interactive and experiential using a variety of cases, exercises, role plays, small problem solving groups, dialogue and practice. Flip charts, brief video, small table groups. Based on adult learning principles

Learning Goals and Objectives:

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Learn how to conduct interest-based negotiations and problem solving using a structured six step process.
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Learn how to reframe positions to interests as a means of getting “unstuck” and moving forward.

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Learn skills for taking an interest-based approach when the other side prefers to resort to power
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Learn key question and listening skills vital to the interest-based approach.

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Gain insight into typical negotiating / problem solving styles and approaches;
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Apply skills to real workplace situations
   

Expected Results:

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Learn how to undertake and apply the interest-based approach.

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Learn how to deal with power imbalances while maintaining an interest-based approach.

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Knowledge and practice negotiating and resolving contentious issues

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Insight into one’s preferred approach, including how to flex one’s style appropriately to achieve required outcomes
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Practice in working with multi-party interests
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Learning how to negotiate solutions which move parties from compliance to commitment

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INFLUENCE WITHOUT AUTHORITY

Overview: In this very busy and demanding work world, colleagues at all levels are trying to gain understanding and commitment to important programs, policies, procedures, and new initiatives. This involves interactions with other departments and work units, external stakeholders, and others of differing levels of authority and power. In effect, employees are seeking an effective working ‘partnership’ and shared ownership, rather than having to force compliance on others (regardless of whether or not they have the legitimate authority to do so). The bottom line is that a compliance mentality will not achieve the required results.

This program provides participants for a structured approach to enhancing one’s credibility and influencing effectiveness with clients, employees and other stakeholders. The course provides a 3 part process (Plan/Partner/Persuade) with skill building and practice at each stage of the process, in how to effectively influence others. Influencing tools and techniques are applied to actual workplace barriers and challenges. Participants learn how to develop “connectedness”, overcome resistance and gain commitment.

Duration: One Day

Intended Audience: This program is useful for any employee who has responsibility, but not absolute power, in being able to demand results. This could include project managers, support departments including IT, HR, Finance, etc, as well as managers and employees who need the support of other departments and stakeholders to achieve their business results.

Participants will learn:

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The 3 primary ways to influence others (Power/Rights/Interests) as well as when and how to most effectively use these 3 strategies.

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A 3 part structured overall process (Plan/Partner//Persuade) for moving past resistance and getting commitment from others.

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A 4 step persuasion model which is applied to actual workplace influencing challenges.

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Techniques for dealing, on-the-spot, which difficult challenges which threaten influencing success

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Applications of all tools and techniques to actual workplace challenges
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An action plan for applying back on the job


Method of Instruction: The workshop in highly interactive and engaging, based on adult learning principles, and uses a variety of exercises and actual workplace scenarios to ensure job relevance.

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INTERNAL CONSULTING AND PARTNERING SKILLS

Overview: In this very busy and demanding work world, colleagues at all levels are trying to gain understanding and commitment to important programs, policies, procedures, and new initiatives. This involves interactions with other departments and work units, external stakeholders, and others of differing levels of authority and power. In effect, internal consultants seek an effective working ‘partnership’ and shared ownership, rather than having to force compliance on others. The bottom line is that a compliance mentality will not achieve the required results.

Duration: One Day

This program focuses on how to partner and move up the “strategic pyramid” in demonstrating value-add. Participants learn practical and proven skills and tools to influence and gain buy-in without having to resort to other less effective approaches. Influencing tools and techniques are applied to actual workplace barriers and challenges. Participants learn how to develop “connectedness”, overcome resistance and gain commitment.

Participants will learn:

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The 3 primary ways to influence others (Power/Rights/Interests) as well as when you would and wouldn’t use these strategies.

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A 4-stage Strategic Influencing Model which helps clients, line managers, and other stakeholders move from resistance to commitment to important polices and initiatives.
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Ways to move up the ‘Strategic Consulting Pyramid’ and thereby be more effective in working relationships with all authority levels
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Techniques for dealing, on-the-spot, which difficult consulting challenges which threaten forward progress

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Applications of all tools and techniques to actual workplace challenges
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An action plan for applying back on the job

Method of Instruction: The workshop in highly interactive and engaging, based on adult learning principles, and uses a variety of exercises and actual workplace scenarios to ensure job relevance. A Consulting Skills toolkit is provided as a job aid.

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