Empowerology

Advanced Influencing, Negotiation and Engagement Skills

Description

No matter what your position is in the work place, being successful means engaging with, influencing and sometimes negotiating with a wide variety of professional colleagues. For leaders, the importance of influence is crucial. This intensive, one-day course is designed to enhance your personal effectiveness, professional impact and credibility by equipping you with advanced skills in influencing, without you having to resort to coercion and manipulation simply to get things done.

Content

The context of influencing, negotiating and engagement in today’s business environment
Current dangers of not coming to the table
Sources of influence and disengagement
Ethical versus unethical influencing
Understanding & managing political influencing strategies
Core principles of the influencing process
The negotiation process as distinct from influencing
The managerial dimension – gaining an equal footing
Evolving the minds & hearts of others
THINK, FEEL, DO
Passing the Tipping Point – overcoming inertia
The importance & adoption of a win-win philosophy
Recognising & managing the win-lose mindset
Revealing underhand moves & manoeuvres
SPRINT cycle of achieving your outcomes
Information is influence – core principles in information utilisation
Planning – adopting a manageable but effective approach
Use of SWOT analysis
The importance of ground rules in influencing & negotiations
Understanding & utilising professional & cultural norms
Creating the conditions & will for effective engagement or negotiation
Entering the negotiation phase – know the principles
Recognising & using start and stop signals
ABCD - knowing when to Agree, Bargain, Control or Delay
Re-framing skills to ensure common agendas
Working at a needs level, not positions
Identifying needs from positions
Building win-win agreements in stages
Identifying and adjusting your BATNA
Overcoming intransigence
When others don’t play fairly – what are the options?

Benefits and objectives

Turn influencing, negotiation & engagement into science from art
Substantially enhance your personal effectiveness
Gain greater resources for your service
Successfully engage all colleagues
Overcome unfairness and achieve win-win solutions
Avoid manipulation, coercion and the fait accompli

Course type and teaching methods

The course consists of an engaging blend of lectures, exercises, discussions & case studies designed to truly embed the principles whilst developing the practical application of them. Course numbers are low to encourage discussion and debate, whilst ensuring that everyone has the opportunity to examine issues pertinent to them

Taking This Forward

If you would like more information or wish to discuss bringing us into your organisation, please contact Dean Kellogg on 01332 821266 or email

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