Influencing and Negotiation are essential components of organisational success whether it is at the interpersonal, inter-group, intra-group, organisational, or external levels.
This programme is designed for managers, sales staff, account managers and anyone else who wishes to expand and refine their influencing and negotiation techniques.
People in organisations typically spend most of their time in an interpersonal situation; thus it is no surprise to find that at the root of a large number of organisational problems is poor communications.
This influencing and negotiation programme will provide you with an opportunity to improve personal and organisational communication.
Learning Sector: Personal, management and leadership development
Suitability: Supervisory and line management, Senior managers and leaders, Executive leadership and the 'C-suite'
How Does Your Business Benefit:
- Increase success in persuading others.
- Develop rapport easily with others.
- Deal with others in an assertive, not aggressive or passive way.
- Gain insight into how you and others think.
- Improve your interpersonal relationships.
- Establish win-win relationships.
- Become more assertive and gain confidence in dealing with people.
- Use appropriate language to persuade.
- Reduce potential conflict in working relationships.
- Influence people to change willingly.
- Save time in achieving resultsacceptable profit margins without ‘selling’ the business cheaply.
- Read buying signals and check out unique buying points so as to tailor the deal to suit the customer or supplier.
- Understand and operate within a commercially difficult business environment so that deals are agreed to best advantage.
- Plan to win.
- Structuring the deal in your own head first and the customer second.
- Identifying business benefits and how they will be achieved.
- Knowing what your customer is thinking and what they need.
- Sorting out the important from the urgent and the wanted from the needed.
- Listening attentively to objections and turning them to advantage.
- Setting fair pricing structures.
- Operating with integrity.
- Knowing your deadlock walkway – and walking away.
- Doing business with friends and colleagues and making business contact.
- Knowing your limitations and how to present them effectively.
How We Deliver:
This programme is delivered through a 2 day workshop.
- What does 'influencing and persuading' mean?
- Negative influences: what fails to persuade us? Recognising the consequences of behaviours
- Preparing to be influential
- Confidence and self-esteem: where does confidence come from and what diminishes it?
- Building self-esteem without alienating others; assertiveness and how it can help; positive thinking and positive language
- The power of persuasion: sharing ideas and visions; creating empathy; understanding other people's values and motivation; listening, observing, questioning
- Improving communication: the use of language, verbal and non-verbal
- Reducing conflict: avoiding negative responses; handling differences of opinion
- Getting people to believe in your ideas
- Action planning
- Receiving & coping with feedback.
- Learning from experience, bringing about continuous improvement.
- Influencing style.
- Questioning techniques.
- Documentation & Follow up.
- Presenting information.
- Case studies.
