Training Class: Using Influence Strategies to Maximize Negotiation Success

/Training Class: Using Influence Strategies to Maximize Negotiation Success
Training Class: Using Influence Strategies to Maximize Negotiation Success 2020-04-13T21:40:41+00:00

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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 . . .

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