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Influencing and Negotiating This course looks at Influencing and Negotiation as skills that work differently for each individual. Most people's jobs require them to influence other people a lot of the time. The best influencers have good interpersonal and communication skills and an ability to get other people to want to give their support. The best negotiators are subtle, fair and know what to give away, when to make demands and how to compensate when there are difficulties. Course Objectives: * Expanding your sphere of influence * Compensation rather than compromise * Personal Negotiation strategy * Making impactful briefings * Creating the right first impression * Using pressure rather than coercion * Seeing the other point of view * Using status to stay in charge * Knowing what to give away * Creating a circle of champions * Understanding group dynamics * Giving positive feedback * Making weaknesses work for you Course Programme Icebreaker Introduction by Impact Factory on our style of working Delegate Input Here delegates will be asked what they specifically would like from the programme. We will let people know that the workshop is adaptable to their specific needs. Setting the Influencing and Negotiating Scene Who do you have to influence? Where and with whom do you have to negotiate? What currently happens? Influencing Definition Building on their 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. Influencing and Communication 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 A key piece of work that uses a series of visuals to explore the idea that everyone sees the world differently. Not only does everyone see it differently, they think their view is the right one, and can't understand why someone does something that in a different way to them - it can feel completely alien and why would anyone want to do that? The real skill is being able to see a problem from someone else's vantage point and deal with it from that place. Taking the time to see a situation from someone else's view gives us a great deal of information that we can use to influence them effectively and is much quicker than trying to convince the other person that you're right and they are wrong. Bridge Building This simple listening and responding exercise can have a powerful outcome. We examining 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 amount of words as the level of personal discomfort increases. 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 and how concentrating on the effect of something that has (or hasn't) been done can avoids this and so allows situations to move forward. Attitude This is a quick exercise that l

Influencing and Negotiating This course looks at Influencing and Negotiation as skills that work differently for each individual. Most people's jobs require them to influence other people a lot of the time. The best influencers have good interpersonal and communication skills and an ability to get other people to want to give their support. The best negotiators are subtle, fair and know what to...

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