Overview
When we are persuading someone of something, whether selling products or services, bidding for resources, gaining support for a policy, creating a positive working relationship or winning respect from colleagues and customers, we are using our influencing and negotiation skills.
In a world of sharp customers and suppliers, matrix management, flatter structures, project working and inter-professional multidisciplinary services, we often find ourselves needing to get something from those we don’t manage, and who perhaps don’t seem to think like we do. Very often the need to influence others is paramount for a successful outcome and a vital part of effective negotiation.
This course aims to help develop delegates’ influencing skills as part of future negotiations.
Very knowledgeable trainer and well-paced training.
Objectives
By the end of this session you will know:
- How to achieve mutual compromise where all parties are in agreement
- How to reach effective compromise when negotiating with opposing opinions
- Who does what, when and the documentation required
- What to consider when negotiating with external companies, suppliers and third-party contractors
- How to use different negotiation strategies
- Key tools that can be used in the process of negotiation
Course Content
Playing the game – knowing the rules
- Introduction exercise – ‘aspirational negotiation’
- Possible outcomes of negotiation
- Creating the right mindset (you versus ‘them’)
- Terminology and rules (anchoring, give/get, pain/gain, etc.)
The negotiation process
- Five steps to success
- Staying in control
- Using skills in practice
Influencing people-situations through six key principles (Cialdini)
- Begin with the end in mind
- Know what you want
- Influence through contrast
- Motivate the other party
- How can you help them (pain v gain)?
- Influence through social proof
- Help the other party achieve
- Influence through reciprocation
- Make your argument robust
- Prepare for objections
- Learn how to add value
- Influence through commitment and consistency
- Be clear on tactics
- Influence through people
- Creating a tipping point
Putting it into practice
- Personal case work
- Exercises to solidify your skills
- Feedback and learning
- Action learning
Note: there will be pre-work for delegates to complete prior to the session.
*Membership from £100+VAT per annum - join now and save on training