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

Page 3

Introduction

Page 4

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

Page 5

Definitions

Page 6

Definitions • Negotiating and negotiation

• Influencing and influence

Page 7

Involvement and influence

Page 8

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

Page 9

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

Page 10

Page 11

Tactics used to influence people

Tactics used to influence people

• Reason• Friendliness• Coalition• Bargaining• Forcefulness• Higher

authority• Sanctions

Page 12

Page 13

Approaches to influencing

Approaches to influencing

• Assertive persuasion• Reward and

punishment• Participation and

trust• Common vision

Page 14

Page 15

Influence and the six principles of persuasion

Influence and the six principles of persuasion

• Liking• Reciprocity• Social proof• Commitment and

consistency• Authority• Scarcity

Page 16

Page 17

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

Page 20

Page 21

Aspects of personal power and influence

Aspects of personal power and influence

• Authority• Presence• Impact

Page 22

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

Page 24

Page 25

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

Page 27

Factors which limit consensual negotiation

Factors which limit consensual negotiation

• Intractable nature of some conflicts

• Major power differences

• Protracted or deep-rooted issues

Page 28

Page 29

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?

Page 30

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?

Page 31

Page 32

Approaches to negotiation

Approaches to negotiation

• Normative or prescriptive approach

• Individual differences approach

• Structural approach• Cognitive or

information processing approach

Page 33

Page 34

Why is negotiation so stressful?

Why is negotiation so stressful?

• Lack of control• Unpredictability• Absence of feedback

Page 35

Page 36

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

Page 37

Page 38

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

Page 39

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

Page 40

Page 41

Effective negotiations with VC organizations

Effective negotiations with VC organizations

• Leverage• Trust• Value• Understanding

Page 42

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

Page 44

Page 45

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

Page 46

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?

Page 48

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

Page 50

Conclusion, summary and questions

Page 51

Conclusion, summary and questions

ConclusionSummaryVideosQuestions