Course description
Influencing and Negotiating
You can't do it all. Whatever your role, you rely on other people. Whose support do you need? Who needs your support? How is that support gained? It all comes down to influencing and negotiating. Those who are better at it find it easier to achieve success.
So this workshop is designed to help you develop your influencing and negotiating skills.
It's not about &'hard' contract or sales negotiations. It is about working out how best to work with others, particularly in terms of getting what you need from them so that you can achieve your specific objectives. And doing so in a positive, constructive way – win / win!
Upcoming start dates
Suitability - Who should attend?
This workshop is relevant to anyone who needs to work collaboratively with others. Managers, graduates and team leaders have all benefited from this tried-and-tested programme.
Outcome / Qualification etc.
Learning objectives
By the end of this workshop you will be able to:
- Assess your influencing and negotiating skills (from development areas to over-done strengths)
- and build on them for specific situations
- Take a proactive approach to developing your network of stakeholders and influencers
- Apply the push-pull model of influencing skills
- Influence others more effectively, both on a one-to-one basis and in meetings
- Choose the most appropriate negotiating approach for each specific situation
Training Course Content
Welcome and introduction
- Workshop objectives
- Personal objectives and workplace challenges
- Personal action plans
What do we mean by influencing and negotiating?
- Persuading? Negotiating? Influencing? What's the difference?
- Where do you need to influence and negotiate in your role?
- The skills, knowledge and attitude required to be a successful influencer and negotiator
- How good are you?
How can you influence others?
- Your pre-work questionnaire
- 7 influencing power bases
- Influencing your manager
- Powerful stakeholders – using the power/interest grid
- The emotional bank account
- Influencing in meetings
Negotiation approaches
- Preparing for a negotiation
- Self-assessment inventory
- 5 approaches to negotiation
- You want some water?
- Let go of the orange!
- Win-win
Negotiation scenarios
- Practical negotiation exercises
Review and action plans
- Review
- Next steps
Course delivery details
A highly practical one-day workshop for a group of up to 12 people.
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Maximum Performance
At Maximum Performance, we are passionate about improving the performance of individuals, teams and organisations. Our extensive portfolio of courses are offered via a range of flexible delivery options - including open courses, in-house training, webinars and virtual classrooms. We...