WORKSHOP:

INFLUENCING AND NEGOTIATING SKILLS

For many people, just making a decision can be hard enough. Convincing others of an idea and its merits and getting support can be even tougher.

 

We frequently need to influence the behavior and decision making of those around us and we are often called upon to take part in more formal negotiations.  Becoming more aware of the impact you have on others as well as understanding what drives your counterpart’s opinion and position is vital in order to become proficient in influencing and negotiating.

Convincing others' of the merits of an idea or plan needn't be a hand-wringing experience fraught with worry and doubt. Rather, with the right skills, it can be pleasant, effective, and result in much-needed change. This 1-day highly experiencial workshop will provide you with the skills you need to start influencing and negotiating like a pro.

Objectives of this 1-day workshop:

The Influencing and Negotiating Skills workshop will provide attendees with:

  • A more positive and confident approach to influencing and negotiating

  • An awareness of different negotiating styles and how to respond to them

  • More personal impact when communicating throughout and outside your organization

  • Greater awareness of your current influencing style and techniques for more effective ways of influencing

 

 

 

 

 

Contact us today to find out how you can bring the Influencing and Negotiating Skills Workshop to your community or organization. We have included the standard workshop outline below. All training can be tailored to meet your specific needs. 

 

THIS 1-DAY WORKSHOP IS FOR:

 

Anyone who:

  • Needs to build relationships and influence others within or outside your organization

  • Has a role which requires you to influence rather than manage

  • Takes part in or leads price or other types of formal negotiations

  • Manages potentially difficult relationships with clients and other external contacts

WHAT PARTICIPANTS WILL LEARN IN THIS 1-DAY WORKSHOP:

 

Day 1: Eight Hours

Influencing

  • What is influencing?

  • Identifying your own preferred style

  • Influencing techniques - calibrate, pace, and lead

  • Types of influencing styles and using the correct style to match the nature of the challenge

  • Adopting a strategic approach to influencing

 

Differences between Selling and Negotiating

  • Selling, negotiating and offering

  • The 5 steps of structured negotiation

 

Signal and Proposal

  • How to structure a proposal

 

Preparation and Planning

  • Power analysis; situational power and sources

  • Setting objectives; BATNA and concessions

  • Identifying variables to map out areas of negotiation

  • Planning Tool

 

Discuss and Agree

  • Understanding the needs

  • The 13 key behaviors required

 

Bargaining

  • How to navigate bargaining without offering

 

Summarizing

  • The key steps

 

Securing the Result

  • Closing methods

  • Tactics and dirty tricks – how to handle

Kathy@Co-CreativeConsulting.com  |  Tel: 202-480-0715

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