Class Description
Using Influence Strategies to Maximize Negotiation Success
This Using Influence Strategies to Maximize Negotiation Success course, based on Eric Bloom’s book “Office Influence: Get What You Want from the Mailroom to the Boardroom”, describes how to combine two fundamental workplace activities, negotiation and influence, in a way that helps you meet your negotiation-based objectives and accelerate your professional success.
Course Objectives:
Upon completion of the Using Influence Strategies to Maximize Negotiation Success course, students will be able to:
- Increase their negotiation success by adding influence-based concepts, techniques and practices to their negotiation strategy
Duration:
- One day
Special Class Features:
Pre-class activities by each attendee (optional):
- Ten-minute online survey on the importance of various personal influential attributes
- Fifteen-minutes online personal assessment of workplace influential presence
- Computer-generated individualized “Influence Enhancement Analysis and Action Plan”
In-class activities and features
- Survey results: Summary of your team’s influence-based culture
- Assessment summary: Overall team’s influence-based strengths, weaknesses and training needs
- Discussion of industry-leading influence-based concepts
- Insights into ready-to-use techniques designed to enhance your team’s influence with management, peers, staff, customers, investors, board members and others
Post-class activities (optional)
- 360 online assessments of the leadership team or individual team members
- Team or individual executive coaching to enhance influential capabilities
- Ongoing online re-assessment to track progress and future steps
Class Topics include:
- 1. Influence Factors
- Factors that affect people’s willingness to say “yes”
- 2. Influence Currencies
- Things people want/need in return for being influenced
- 3. Influential Presence
- Your ability to influence others based on your stature, skills and personal attributes
- 53 Attributes that effect your office Influence
- 4. Situational Influence
- Knowledge-based power
- Organizational-based power
- 5. Influencing Prioritization
- Identifying the decision makers
- Identifying opponent’s influence currencies
- 6. Negotiation Approaches
- Win-Win, Win-Lose, Lose-Win
- Distributive vs. Integrative negotiation
- Interest centric
- Competitive vs. Cooperative
- 7. Negotiation concepts
- Needs vs. Wants
- Power of the parking lot
- BATNA
- ZOPA
- 8. Negotiation Preparations
- Value of preparation
- Building your reciprocity bank
- Traditional steps to properly prepare for your negotiation
- 9. Negotiation Strategies and tactics
- Traditional negotiation strategies
- More . . .
- 10. Influence Enhanced Strategies and tactics
- Illustrating your positive influence attributes
- Combining “Problem/Vision Statements”
- Taking logistical control
- Statement Repetition
- Leveraging traditional and delegated authority
- More . . .