Influencing and Negotiating

Overview

An important element in a manager's success is the ability to understand and manage their environment. This requires skills in networking and influencing others. The individual who is likely to be successful in managing their environment explores others' ideas, is alert to cultural and individual differences, and responds in an appropriate way to influence others. He/she manages the interface between the organisation and its stakeholders by paying attention to particular people in particular places, and treating them accordingly.

This is a two day course.

Objectives

Day one is focused on influencing others and its objectives are to enable you to: 

• Influence others and increase your personal impact 
• Achieve buy in from others 
• Manage emotion and handle conflict        

Day two is more focused on negotiating and its objectives are to improve your skills in: 

• Identifying what you want to achieve 
• Using a structured approach to negotiating 
• Maintaining win/win    

Key features

This course is about how to get things done when you cannot simply tell people what to do. Managers need to be able to change others' attitudes and behaviour through their own interpersonal skills. These skills include getting on with people, fitting in, understanding other people's motives and goals and presenting ideas in persuasive ways. Influencing others has a major impact on every aspect of a manager's job.

The other part of the course is negotiating. The premise of this course is that everything is negotiable and you can learn to do it superbly. This course involves a variety of practical influencing and negotiating exercises. 

The course is over two days.

Benefits to you and your organisation

• You will be better able to achieve what you want without generating conflict or confrontation 
• Decisions can be made faster and are more likely to be implemented properly when you have gained others' buy in 
• You will be able to influence customers and other stakeholders as well as your own colleagues and team members       

Who should attend?

Anyone whose role involves influencing others: team leaders, project managers, line managers.