negotiating and influencing others september 2015
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All you want to know about negotiating and influencing
others
by Toronto Training and HR
September 2015
Page 2
CONTENTS3-4 Introduction5-6 Definitions7-10 Involvement and influence 11-12 Tactics used to influence people13-14 Approaches to influencing15-16 Influence and the six principles of persuasion17-18 Competencies to develop in order to become more influential19-20 Influential experts21-22 Aspects of personal power and influence23-24 Managing your boss25-26 Basic points of consensual negotiations 27-28 Factors which limit consensual negotiation29-31 Warming up for negotiations32-33 Approaches to negotiation34-35 Why is negotiation so stressful?36-37 Pay negotiations38-40 Negotiating and dealing with Chinese business partners41-42 Effective negotiations with VC organizations43-44 Mediation45-46 Roles and functions of mediators 47-49 Questions asked by a mediator50-51 Conclusion, summary and questions
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Introduction
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Introduction to Toronto Training and HR
Toronto Training and HR is a specialist training and human resources consultancy headed by Timothy Holden 10 years in banking15 years in training and human resourcesFreelance practitioner since 2006The core services provided by Toronto Training and HR are:
Training event designTraining event deliveryHR support with an emphasis on reducing costs, saving time plus improving employee engagement and moraleServices for job seekers
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Definitions
Page 6
Definitions • Negotiating and negotiation
• Influencing and influence
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Involvement and influence
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Involvement and influence 1 of 3
• Involvement and influence
• Why are they important?
• What happens when they are lacking?
• How can they be improved?
Involvement and influence 2 of 3
• Appropriateness• Acceptability• Accessibility• Effectiveness• Efficiency• Safety
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Involvement and influence 3 of 3
Actions to be taken• Norms, values and
practices of the work environment
• Training and development initiatives
• Communication strategies and approaches
• Formal policies and programs
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Tactics used to influence people
Tactics used to influence people
• Reason• Friendliness• Coalition• Bargaining• Forcefulness• Higher
authority• Sanctions
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Approaches to influencing
Approaches to influencing
• Assertive persuasion• Reward and
punishment• Participation and
trust• Common vision
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Influence and the six principles of persuasion
Influence and the six principles of persuasion
• Liking• Reciprocity• Social proof• Commitment and
consistency• Authority• Scarcity
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Competencies to develop in order to
become more influential
Competencies to develop in order to become more influential
• Trailblazing• Toolmaking• Teamwork• Translation
Page 18
Page 19
Influential experts
Influential experts
• Compliance champions
• Business partners• Technical champions• Engaged toolmakers
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Page 21
Aspects of personal power and influence
Aspects of personal power and influence
• Authority• Presence• Impact
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Page 23
Managing your boss
Managing your boss
• Make sure you understand your boss and his or her context
• Assess yourself and your needs
• Develop and maintain the relationship
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Basic points of consensual
negotiations
Basic points of consensual negotiations
• Separate the people from the problem
• Concentrate on interests and not on positions
• Develop options that benefit both sides
• Insist on using some objective criteria for evaluating the optionsPage 26
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Factors which limit consensual negotiation
Factors which limit consensual negotiation
• Intractable nature of some conflicts
• Major power differences
• Protracted or deep-rooted issues
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Warming up for negotiations
Warming up for negotiations 1 of 2
• How do you want to feel going into the negotiation?
• Why do you want to feel that way?
• What can you do beforehand to put yourself in an ideal emotional state?
• What can throw you off balance during a negotiation?
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Warming up for negotiations 2 of 2
• What can you do in the midst of a negotiation to regain your balance?
• How do you want to feel when you are finished?
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Approaches to negotiation
Approaches to negotiation
• Normative or prescriptive approach
• Individual differences approach
• Structural approach• Cognitive or
information processing approach
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Why is negotiation so stressful?
Why is negotiation so stressful?
• Lack of control• Unpredictability• Absence of feedback
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Pay negotiations
Pay negotiations
• Perception of managers• Balancing power in
negotiations• They pay more next
door…• Empowering and
equipping managers• Value the job, value the
person
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Negotiating and dealing with Chinese
business partners
Negotiating and dealing with Chinese business partners 1 of 2
• Cultural differences• Adjusting the mindset• Building and
maintaining relationships (guanxi)
• Managing face (mianzi)
• Conflicts• Etiquette• Legal considerations
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Negotiating and dealing with Chinese business partners 2 of 2
Different approaches to negotiation• Preliminary
discussions/approach• Information exchange• Means of persuasion• Terms of agreement
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Effective negotiations with VC organizations
Effective negotiations with VC organizations
• Leverage• Trust• Value• Understanding
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Page 43
Mediation
Mediation • Content, process and people
• Advantages of a mediator
• Disadvantages of a mediator
• Direct dealing and non-direct dealing
• Impartiality and neutrality
• Mediating in a team
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Roles and functions of mediators
Roles and functions of mediators
• Opener of communication channels
• Legitimizer• Process facilitator• Problem explorer• Agent of balance (or
reality)• Networker
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Page 47
Questions asked by a mediator
Questions asked by a mediator 1 of 2
• What are the issues in dispute?
• Who are the parties?• What are the facts relevant
to resolving the problem?• Is there any additional
information or documentation to share?
• What are the positions of the various parties?
• What are the interests, needs and concerns?
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Questions asked by a mediator 2 of 2
• What are the alternatives to a negotiated/mediated outcome?
• What options are available to resolve the situation?
• Is there anything else to be considered in finalizing an agreement?
• Can you anticipate any challenges regarding implementation of the desired agreement?Page 49
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Conclusion, summary and questions
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Conclusion, summary and questions
ConclusionSummaryVideosQuestions
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