Dear All,
I have received this link via mail, hope members like it.
http://www.impactfactory.com/p/influ...105-47106.html
Regards,
SC
Excerpts:
Influencing and Negotiating Skills
Let's face it there are times when all of us need to get other people to see things slightly differently, or to get them to do something we need them to do. There are also times when we need to negotiate conditions, timings or price and here it can also be vital to be able to get what you want.
Most people's jobs require them to influence other people a lot of the time. The best influencers require good interpersonal and communication skills and an ability to get other people to want to give their support. The best negotiators are subtle, fair and know what to give away, when to make demands and how to compensate when there are difficulties.
Influencing and Negotiation Skills looks at the following issues:
* Expanding your sphere of influence
* Compensation rather than compromise
* Personal Negotiation strategy
* Making impactful briefings
* Creating the right first impression
* Using pressure rather than coercion
* Seeing the other point of view
* Using status to stay in charge
* Knowing what to give away
* Creating a circle of champions
* Understanding group dynamics
* Giving positive feedback
* Making "weaknesses" work for you
Programme
Influencing and Negotiation Skills are two separate, albeit, interlinked skills. There are certain skills you must have to be excellent at both:
Excellent Communication skills
A well-defined Personal Style
Ability to finesse
For influencing finessing is generally soft for negotiation it can be soft, but usually it's hard and forceful
Moving things forward
Humiliation avoidance
Awareness of Personal Style
Each delegate will be asked to give a short analysis of their communication style, concentrating on what works for them. We pay particular attention to how they think they impact on others. They will then get feedback from their colleagues and Impact Factory on what the rest of us see working. We are looking to raise people’s awareness and reinforce their understanding of their strengths and style. This work will be added to when delegates’ influencing and negotiation style is explored.
Personal Experience
Delegates to give examples of their biggest business or personal success and failure.
Influencing
Though there may be more, we have defined four types of Influencing:
Leading: as a public figure, businessperson, head of a group, club, etc.
Internal: influence is co-operative, working with peers, teams, families, socially
One-to-one: usually informal
Maverick: pressure groups, lobbying
Key Influencers, skills and qualities
Here we look at who influences you and what you need to be a good influencer. We ask what are some of the key qualities that a good influencer needs? We list the people who you define as superb influencers, then look at the qualities and skills that you think an excellent influencer needs.
Now define which of those you already have. Look back at the personal style sheets and see if you can begin to define yourself as an influencer.
What Happens in Communication?
We look at how communication works: what actually happens, whether the communication is done well or poorly.
Impact of Body Language
A short pairs exercise that demonstrates the impact the listener has on communication and how small changes in body language can have a large effect.
Social Boundaries
This exercise looks at social interaction, networking and joining and leaving groups.
First impressions/Attitude
Here we work with the idea of deliberately taking an "attitude" and setting out to make chosen impression
Communication Dynamic
Here we will look at how to dynamically work a group and run a room. We will try using poise, flair, silence/pause, prompting, holding the space, contact, rhetoric, to upset the current dynamic to create something different.
Spheres of Influence
Define a situation where you don’t have obvious or direct access to someone who could move things on for you or who you would like on board. This could be a difficulty or a problem or a new idea. Then look at where else or to whom you could go where you already have access or influence, who in turn has influence with your inaccessible person. Make a regular plan and sneaky plan.
Briefing
Here we work on the idea of using your style to persuade, influence and motivate the rest of the group to come on board with something you think is a good idea.
Presentation
Looking at Personal Style Sheets, make a presentation about yourself in the third person.
How are you influenced?
Delegates are asked to identify three places they have been influenced and to say why, what did it to them?
We only influence when something happens outside us. We sometimes feel that we have participated in something because we were there and had a strong "in our heads" experience. Influencing only happens when you speak your thoughts.
Negotiation Types
A discussion on negotiation types starting with the four we have identified:
-------------------------------------------------------------------------------------
From India, Thane
45I have received this link via mail, hope members like it.
http://www.impactfactory.com/p/influ...105-47106.html
Regards,
SC
Excerpts:
Influencing and Negotiating Skills
Let's face it there are times when all of us need to get other people to see things slightly differently, or to get them to do something we need them to do. There are also times when we need to negotiate conditions, timings or price and here it can also be vital to be able to get what you want.
Most people's jobs require them to influence other people a lot of the time. The best influencers require good interpersonal and communication skills and an ability to get other people to want to give their support. The best negotiators are subtle, fair and know what to give away, when to make demands and how to compensate when there are difficulties.
Influencing and Negotiation Skills looks at the following issues:
* Expanding your sphere of influence
* Compensation rather than compromise
* Personal Negotiation strategy
* Making impactful briefings
* Creating the right first impression
* Using pressure rather than coercion
* Seeing the other point of view
* Using status to stay in charge
* Knowing what to give away
* Creating a circle of champions
* Understanding group dynamics
* Giving positive feedback
* Making "weaknesses" work for you
Programme
Influencing and Negotiation Skills are two separate, albeit, interlinked skills. There are certain skills you must have to be excellent at both:
Excellent Communication skills
A well-defined Personal Style
Ability to finesse
For influencing finessing is generally soft for negotiation it can be soft, but usually it's hard and forceful
Moving things forward
Humiliation avoidance
Awareness of Personal Style
Each delegate will be asked to give a short analysis of their communication style, concentrating on what works for them. We pay particular attention to how they think they impact on others. They will then get feedback from their colleagues and Impact Factory on what the rest of us see working. We are looking to raise people’s awareness and reinforce their understanding of their strengths and style. This work will be added to when delegates’ influencing and negotiation style is explored.
Personal Experience
Delegates to give examples of their biggest business or personal success and failure.
Influencing
Though there may be more, we have defined four types of Influencing:
Leading: as a public figure, businessperson, head of a group, club, etc.
Internal: influence is co-operative, working with peers, teams, families, socially
One-to-one: usually informal
Maverick: pressure groups, lobbying
Key Influencers, skills and qualities
Here we look at who influences you and what you need to be a good influencer. We ask what are some of the key qualities that a good influencer needs? We list the people who you define as superb influencers, then look at the qualities and skills that you think an excellent influencer needs.
Now define which of those you already have. Look back at the personal style sheets and see if you can begin to define yourself as an influencer.
What Happens in Communication?
We look at how communication works: what actually happens, whether the communication is done well or poorly.
Impact of Body Language
A short pairs exercise that demonstrates the impact the listener has on communication and how small changes in body language can have a large effect.
Social Boundaries
This exercise looks at social interaction, networking and joining and leaving groups.
First impressions/Attitude
Here we work with the idea of deliberately taking an "attitude" and setting out to make chosen impression
Communication Dynamic
Here we will look at how to dynamically work a group and run a room. We will try using poise, flair, silence/pause, prompting, holding the space, contact, rhetoric, to upset the current dynamic to create something different.
Spheres of Influence
Define a situation where you don’t have obvious or direct access to someone who could move things on for you or who you would like on board. This could be a difficulty or a problem or a new idea. Then look at where else or to whom you could go where you already have access or influence, who in turn has influence with your inaccessible person. Make a regular plan and sneaky plan.
Briefing
Here we work on the idea of using your style to persuade, influence and motivate the rest of the group to come on board with something you think is a good idea.
Presentation
Looking at Personal Style Sheets, make a presentation about yourself in the third person.
How are you influenced?
Delegates are asked to identify three places they have been influenced and to say why, what did it to them?
We only influence when something happens outside us. We sometimes feel that we have participated in something because we were there and had a strong "in our heads" experience. Influencing only happens when you speak your thoughts.
Negotiation Types
A discussion on negotiation types starting with the four we have identified:
-------------------------------------------------------------------------------------
From India, Thane
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