This workshop provides a foundation for effectively influencing both internal and external clients/customers using communication skills and negotiation techniques. You will learn how to avoid taking hard positions and to clearly identify both your own and the other party’s goals and outcomes, priorities and issues in an influencing or negotiation situation. This understanding, combined with an insight into the personal motivating needs and style of the other party, allows you to adapt your own communication style to meet those needs and to create a foundation for conducting “win-win” negotiations.
Who Should Attend:
Program, project and line managers and other professionals who need to improve their ability to influence others to achieve mutually beneficial outcomes.
What You Will Learn:
• Understanding how to adapt your own style to meet the needs of others
• Confidence in your ability to successfully influence others
• Skills and strategies for assuring win-win outcomes based on a mutual commitment to joint problem solving
• Prevention Tools – foundation tools to prevent influencing sessions from going off track
• Critical Connections – identification of those key relationships that require influencing
• Foundation Tools for Influencing – basic building communication building blocks used in all influencing/negotiation situations
• Influencing Framework – worksheet for identifying your vs the other party’s goals and outcomes, issues and priorities, areas of common interest and compelling evidence for your position
• Personal Needs and Motivations – a style reader for identifying the communication style and strategies to use with the other party
• Win-Win Negotiations – strategies for overcoming obstacles and reaching agreement when some of your interests are shared and some are opposed.
Seminar Outline:
1. Introduction
- Five Principles for Ethical Power
2. Prevention Tools
- How to Prevent Communication Breakdowns
- GRP, Agendas, Defined Requirements, Ground Rules
- Critical Connections: What Relationships You Continually Need to Influence
- Understanding the Communication Process
3. Foundation Tools for Effective Influencing
- Identifying Positive Outcomes
- Determining Causes of Difference/Conflict
- Using Powerful Building Communication Building Blocks
- Using Rapport Building Techniques
- Listening For Understanding
- Questioning for Specificity
- Summarizing to Assure Agreement
- Your Situation #1: Application Exercise: Giving Feedback
4. Influencing Framework
- Influencing Techniques
- Identifying Your vs the Other Party’s Situation, Parties Involved, Goals and Outcomes, Issues and Priorities
- Areas of Common Interest
- Compelling Evidence for Your Position
- Your Situation #2: Application Exercise: Influencing
- Adapting, Changing and Controlling Your Behavior
- Using the Style Reader: Adapting Your Style to the Other Person’s Needs
- Your Situation #3: Application Exercise: Demonstrating Style Adaptations
5. Win-Win Negotiations
- 3 Elements of Negotiations
- Five Strategies for Overcoming Obstacles
- #1 - Your Reaction
- #2 - Their Emotions
- #3 - Their Position
- #4 - Their Dissatisfaction
- #5 - Their Power
6. Win-Win Negotiations (continued)
- Preparation
- Interests
- Options
- Alternatives
- Proposals
- Your BATNA. Their BATNA.
- Conducting Successful Negotiation Sessions
- Your Situations: Application Exercises #4 and #5
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