Moving Mountains: Negotiating and Influencing Skills
Our roles within the organisation require us to influence others just about all the time, whether this is to gain support about our ideas or suggestions, to inspire others or to persuade them to follow a particular course of action. When influencing others we are engaged in communicating our thoughts and feelings. Successful influencing is about understanding yourself and the effect or impact that you have on others and about changing how other people perceive you.
This workshop enables participants to learn and practice a number of behavioural skills that lie at the heart of successful influencing.
By the end of the workshop, participants will be able to:
- Develop strategies to gain win:win agreement
- Employ a range of approaches to influencing others
- Make powerful assertive statements
- Develop productive long-term relationships
Use a narrative approach to understand and solve interpersonal difficulties
- Introductions, domestics and objectives
- Negotiating: what goes wrong...
- Win:win agreements - the theory and practice
- Push and pull: the behaviours of influential people
- Skills practice and feedback
- Strategies for influence
- A Narrative Approach to understanding and resolving differences
Co-coaching to develop action and application plans
We draw strongly on research-based approaches to influencing (Push & Pull styles and Cialdini) and negotiating (Harvard's Principled Negotiation) in this workshop, adapted through experience to the academic environment and culture. We also include an introduction to narrative approaches to resolving interpersonal difficulties. As with any behavioural skill, guided practice with good feedback is a key part of the learning process. The programme will feature a mix of tutor input and discussion, case studies, self-evaluation, practice sessions with colleagues, giving and receiving feedback, and co-coaching.
Who is the course suitable for?
This course is suitable for all those who need to get things done and influence others in situations where they do not have, or do not wish to exercise, direct authority.