Course Description

Every organization is surrounded by individuals or groups with an interest in what it provides or do. Such are the organization’s stakeholders. In order to influence its stakeholders, an organization must take time to develop and build support. Without the support of stakeholders, organizations fail. This innovative workshop will focus on the practical and theoretical aspects of influencing, negotiating and communicating. Participants will learn how to build an ongoing relationship with stakeholders to ensure success in all they do. Participants will learn the essential ingredients of engagement and practical skills in human communication, influence and negotiation.

Learning outcomes

By the end of this course the participants will be able to:

• Understand critical approaches to stakeholder management
• Know the main methods of effective influence
• Apply psychological communication theory to project and programme management
• Analyse the appropriate negotiation techniques in a given situation
• Design a strategy for stakeholder engagement
• Successfully manage stakeholders
• Remove or limit communication barriers
• Lead key changes in their organization through the power of relationships
• Build ongoing relationship with stakeholders to ensure success
• Practically relate with stakeholders using People Engagement Techniques

Who should enroll?

This training course is ideal for project management professionals, project and programme managers, managers who needs to improve their skills in communication, negotiation and influence, change leaders and human resource (HR) professionals.

Why train with us

Vital Extra Learning guarantees our clients:

• State-of-the-art facilities and training infrastructure
• Extended tradition of hand-holding during post engagement
• Service delivery through highly seasoned industry experts.
• Value for money

TOPICS TO BE COVERED

Module 1

Introduction to Negotiation and Influencing

• Definition of negotiation and influencing
• Types of Influencing and Negotiation
• Main difference between negotiation and influencing  
• Principles of influence
• Negotiation process (preparation, information exchange, bargaining, closing)
• Alternatives to negotiation

Influencing Dynamics

• Skills and qualities required for a good influencer
• Using aspects of the dynamics of communication to enhance influencing
• Covert vs overt influencing and negotiation.

Influencing in Practice

• Challenging other’s views
• Handling objections to your argument
• Identifying common ground

Negotiation

• Defining what you want from the negotiation
• Planning to Negotiate
• The importance of variables in any negotiation
• The importance of power in any negotiation
• Structuring a negotiation meeting
• Negotiation styles and techniques
• Moving to a “Win-Win” solution-Truth or Farce
• Tactics tools and techniques of negotiation

Module 2

Interpersonal Skills of Influencing and Negotiating

• Maximizing your communication skills when Influencing and Negotiation
• The power of words, tone of voice when Influencing and Negotiating
• Using Assertive behavior to ask for what you want
• Making a compelling case for something you want
• Managing resistance and conflict
• The importance of questioning and listening influencing and negotiating
• Making a compelling case for something you want
• The importance of rapport, connecting, self-presentation and charisma in influencing and negotiation
• Understanding others in the context of influencing and negotiating

Module 3

Identifying your Natural Negotiating Style

• Recognizing your preference and others
• Impact of different styles

Making of Proposal

• Proposal structure
• How to counter proposals from the other party
• Body language and tone of voice when negotiating
• How to bring people around to your way of thinking
• Debating – arriving at an agreement and being assertive during the process

Bargaining

• What to consider when making concessions on your part to get an agreement
• How to counteract arguments
• How to get to a closing point

Module 4

Special Skills in Negotiation and Influencing

• How to earn attention, co-operation and trust
• Influencing style and achieving flexibility
• Perceiving situations from many points of view and choosing the best approach
• Achieving the win-win situation
• Managing power issues in teams and partnerships
• Influencing a manager or others in authority
• Staying in control when negotiating, and avoiding manipulation
• Norms around culture, gender, and ethics

Barriers to negotiation and influencing

• Psychological barriers
• Structural barriers and multi-party negotiations
• Strategic barriers and difficult tactics

Module 5

• Case studies of different Influencing and negotiation approaches (multi-cultural and multi-functional environments).