Influencing and Negotiation Course Contents
This influencing and negotiation course is tailored to reflect the needs of the delegates on the day.
We will include many of the exercises listed below, and any additional material that the trainers feel is relevant.
Day One
Introduction
Introduction by Impact Factory on our style of working.
Delegate Input
Here you will be asked why you came and what you would like from the day.
This will enable your trainers to shape the workshop to your specific needs.
Setting the Scene
- Who do you have to influence?
- Where and with whom do you have to negotiate?
- What currently happens?
Influencing Definition
Building on your preparation, delegates define influencing in small groups.
This moves into a discussion on how people are influenced.
Types of Influencing and Negotiation
A very brief look at different influencing arenas and types of negotiations people may find themselves in.
The Drawing Game
An exercise that highlights exactly how hard it can be to influence another person…
Influencing Dynamics
What skills and qualities does a good influencer need?
How can we use aspects of the dynamics of communication to increase the choices people have around influencing?
Here we will also introduce the idea of covert vs overt influencing and negotiation.
The View from the Other Side
Not everyone sees things the way you do.
Not only does everyone see it differently, they think their view is the right one.
The first real influencing skill is being able to see a problem from someone else's vantage point and deal with it from that place.
Seeing the situation from their point of view and working from there to influence them is much quicker than trying to convince the other person of your view.
Bridge Building
This simple listening and responding exercise can have a powerful outcome.
We examine the use of agreement, but not compromise, to diffuse conflict and 'charged' situations, and to move things forward.
This exercise builds on the View from the Other Side work.
Influence By Numbers
This exercise looks at what we call 'situational status' rather than hierarchical status.
We demonstrate how to deliberately raise and lower your status to stay in charge of and/or to influence a situation.
This can affect the outcome of conversations, meetings and negotiations, whether face to face or on the phone.
30 Second Influencer
This is a model which gets a message over clearly and concisely and is particularly useful if there is the tendency to increase the number of words as the level of personal discomfort increases.
Personal Style
We will help you identify your own influencing strengths and qualities.
Then you will get positive feedback from your fellow participants on what they perceive as your strengths and /or what they have seen you do that works for you.
Delegate Scenarios
Here we will look at tricky situations you have encountered.
We will look at how you could have got to a different, more satisfactory outcome.
Day Two
Review of day one
We start with a review of the takeouts from day one.
Getting better outcomes
Next, are a series of exercises designed to help ensure better outcomes.
I Noticed That...
A simple model that's useful in trying to pre-empt difficulties or bring a tricky situation to someone's attention in a neutral, non-judgemental way.
Blame vs Effect
We look at two approaches and the knee-jerk reactions that are commonly caused by blame.
Concentrating on the effect of something that has (or hasn't) been done can avoid this, and so allow situations to move forward.
Attitude
This is a quick exercise that looks at how changing your attitude can have a significant impact on how people respond to you.
The Art of Effective Messages
Here we look at delivering effective messages and at taking charge of the influencing arena by communicating clear surface and underlying messages.
Negotiation Rules
On flip charts, each person to list what rules they follow.
- Which work best?
- Which could actually get in the way? Why?
- Where do you consider yourself weak or vulnerable when negotiating?
Outline a personal negotiating strategy that will maximise your effectiveness as a negotiator.
Negotiation Set Piece
This is a chance to practice negotiating in a stop-start fashion.
Establishing Scenarios / Situations
Delegates will now start to focus on their own specific situations.
Negotiation Tricks
Here we explore a variety of negotiation techniques to suit individual styles and situations.
Social Styles
Here we work on the personality or social styles that you find difficult to influence or negotiate with.
We will look at your individual situations and give you the opportunity to practise all the techniques covered in the day.
Personal Take Out
Each person will have an opportunity to say:
- What you are taking away from the course
- What specifically you know you will use
- Where you will practise
We will give out Impact Factory documents to support the course.
You'll get copies relevant handouts to remind you of the coursework.
Ongoing Support
Two weeks after the influencing and negotiation course one of your trainers will call to see how you are getting on.
You will have email and telephone access to both of your trainers.
You'll also have access to a course web page containing
- Handouts used during the course
- New supportive material
- Impact Factory PDF documents
- Recommended reading
- Links to our favourite videos
Influencing and Negotiating Course
