Course Topics

Influencing and Negotiating for Results

Overview

People spend most of their time trying to influence others - their staff, colleagues, managers, clients, suppliers, and others  both inside and outside the organisation. They are trying to improve staff performance, manage a project, resolve conflict, motivate, give clarity and direction, sell their ideas, negotiate for limited resources, communicate with people from different backgrounds and cultures, gain commitment. Their own job performance is dependent on the work of others, who may not work directly with or for them, and may even be located in a different part of the world. Top performers in this environment are able to use their influence strategically by analysing situations and choosing the most appropriate and effective approach from a range of options, rather than rely on using just one approach all of the time.

Programme Objectives

After the workshop, participants will be able to:

  • Have a positive impact in influencing and negotiating situations
  • Coach themselves and others in expanding their range of influence skills
  • Plan for influence and negotiation situations using a detailed planning guide
  • Adapt their style to suit the preference of the other party
  • Choose - and use - an appropriate strategy based on the desired end result.
  • Deal with complex situations involving multi-party, multi-cultural and remote working
Organisational Impact

The ability to influence and negotiate is a key management skill, which becomes increasingly important in the fast-moving business environment of the 21st Century where organization structures and lines of authority do not match the requirements of getting the job done. This programme will provide the skills to be able to achieve organizational goals in flat, matrix and project oriented structures.

Personal Impact

As a participant on this course you will learn how to adapt your communication to get the results you want whilst maintaining or improving the relationship with the other party. The skills of strategic influencing and win:win negotiating are immediately transferable to your workplace to ensure that you can achieve your short and long term work goals.

Competencies Emphasised
  • Understanding personal influence style preferences
  • Developing communication skills in different situations
  • The power of active listening in influence
  • Planning for influence and negotiation situations
  • Building rapport and developing relationships
  • Adapting style to meet other parties needs
  • Negotiating for win:win situations
  • Influencing people in situations without authority or status
  • Developing style flexibility
  • Dealing with difficult situations
  • Remote working and cross cultural sensitivity
Who should attend?

All managers, leaders, team members and professionals who rely on others to achieve results, especially where the lines of communication are not matched by lines of authority.

Course Content
DAY ONE
  • Assessing preferences in communication style
  • The importance of influence and negotiating
  • Communication energy and styles
  • Assessing personal preferences and values
  • Giving and receiving feedback
DAY TWO
  • Exploring influence possibilities
  • The Words Music and Dance of communication
  • Analysing each style in terms of impact
  • Assessing personal skills and values in using each style
  • Appling different styles to workplace situations
DAY THREE
  • Influencing for Results
  • Building influencing style flexibility
  • Adapting style
  • Planning for success
  • Choosing and using an appropriate influencing strategy
DAY FOUR
  • Negotiating for Results
  • Principled negotiation
  • Successful Win:Win negotiations
  • Cost and value in exchanges and trades
  • Identifying needs to develop options
DAY FIVE
  • Achieving workplace results
  • Applying models and skills to real life influence and negotiation situations
  • Action planning and further development opportunities
Training Methodology

The training process is based on a carefully planned mix of succinct tutor input - with practical illustration of tools and concepts, group work on case studies (all video based - and lively), feedback, and selective work on individual issues in pairs. Team involvement and working enable a strategy to be created from start to finish. The Training is based on the 4 mat systems to enable complete learning. There will also be some opportunity for role play. You will receive an electronic toolkit within the material for subsequent everyday use.

We can come to you !

Did you know Synergy can come to you and deliver this workshop ‘In Company’ at your own venue or location. If you have three or more people who you would like to benefit from attending this workshop our trainer can travel to you and deliver the same specification of course for your staff at a fraction of the overall cost.

If you’d like to know more about this option email us at ceo@groupsynergy.co.uk  – our operations team manages all of our ‘In Company’ events and we can talk you though the logistics, pricing and whether you’d like the workshop as advertised here or something tailor made just for your business.

We have several packages on offer so contact us today.

What is Continuing Professional Development (CPD)?

Continuing Professional Development (CPD) is a personal commitment to keeping your professional knowledge up to date, improving your capabilities, proving commitment and competency in your profession. It focuses on what you learn and how you progress throughout your career, helping you gain more credibility within your industry, with your employer, clients and gain competitive edge over your peers.

Being actively committed to CPD may in the future:
  • Improve your Resume
  • Maintain professional recognition
  • Showcase your achievements, attributes and your brand
  • Accelerate your career prospects
  • Deliver job satisfaction: ensuring you are Career focused
  • Reassure your Employers and Stakeholders that you are upto date and competent
How do I gain CPD recognition

By attending Synergy Courses you can be assured that attendance, completion and certification will be rewarded by CPD points. To help advance your professional status CPD recognition is awarded on both public workshops and in-house courses, being dependent on the number of hours spent learning. On request Synergy Training Group will provide a certificate of attendance for you to use as evidence and to attach to your record card.

A number of our courses are accredited, endorsed or approved by a number of Learning & Development and Professional Bodies and Associations for more detail please contact us at ceo@groupsynergy.co.uk 

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