Influencing and Negotiating (PM) (1)

Adrian Towell of Trafalgar - The People Business

There are many situations where you will need to use both negotiation and/or influencing to achieve the desired outcome. This usually involves moving a person’s thinking and position from where they are now to where you would like them to be.

In many cases we feel that we need to negotiate, however often it is about using the difficult and more subtle influencing approach. This half day workshop examines the approaches available. It allows you to consider the options and consider how you might put them in to practice in your working environment.

The session will be informal and participative and be related back into real live situations for you. The pre-work asks you to focus on a future negotiation/ influencing situation and you will be using this as a base for learning during the workshop.

By the end of the workshop you will be able to:

• State the difference between and combine the use of both influencing and negotiation skills

• Examine influencing from the other person’s point of view and direction

• Identify and undertake the planning necessary to be a competent influencer/negotiator

• Incorporate the negotiation/influencing process into a conversation rather than using an obvious step by step procedure

• Relate to an individual’s communication preferences and traits

• Identify specific actions to improve your influencing skills.

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