Influencing and Negotiation - two day

Course Contents

We tailor all our courses 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

A pairs 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 is quite simply the best exercise we have ever created where we look 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 situations delegates have encountered.

We will look at how they 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 they are taking away from the course
• What specifically they know they will use
• Where they will practise

We will give out Impact Factory documents to support the course.

You'll get copies relevant hand-outs to remind you of the coursework.

Ongoing Support

Two weeks after the 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