Influence

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Effective Influencing & Negotiation Skills

NEXT COURSE DATE

  • 4th November 2016, Central London

COURSE DESCRIPTION

The ability to influence or negotiate remains one of the crucial sets of professional capabilities and is frequently the deciding factor in leadership success or failure, business cases, engagement of staff in transformation and the successful function of clinical medicine. Operating without explicit authority, either vertically or horizontally, often in scenarios that have significant implications for the future, means we can’t just tell people what to do. It all comes down to the quality of influencing, consensus & negotiation. Whereas medical staff mostly have exceptional clinical communication ability, the art of true personal and professional influence, especially in the context of the leadership and managerial domains, remains elusive to many. This comprehensive and highly practical course is designed to create a step change in your influence and impact, whether with colleagues or from a wider Trust & management perspective, as well as negotiate on level terms with those that hold the keys to resources and other key decisions. Firmly grounded in behavioural science, you’ll be genuinely amazed at the impact a single day can have. Guaranteed!

COURSE PROGRAMME

THE INFLUENCING COMPONENT

THE CONTEXT OF INFLUENCING TODAY

  • Role & importance of effective influencing
  • Influencing in clinical, leadership & managerial success
  • Upwards influencing – importance & consequences of ineffectiveness
  • What we can learn from Mid Staffs
  • Typical influencing scenarios and their pitfalls

INFLUENCING & BEHAVIOUR – THE PEOPLE COMPONENT

  • From stimulus to behaviour – understanding the biology
  • What are the influences on behaviour?
  • The importance of context, conditioning and early experience
  • Motivations of behaviour – the inner human
  • How we process information
  • How the inner human affects meaning, interpretation & reactions
  • Language choice to improve clarity and understanding
  • Building rapport, naturally
  • Predicting & managing what other people think

INFLUENCING IN ACTION – PRACTICAL APPLICATION

  • Considering a balance of factors
  • Working out what is influencing behaviour
  • Utilising a Think, Feel, Do approach
  • Adapting influencing strategy & language to different audiences
  • Influencing for engagement
  • Developing consensus

THE NEGOTIATION COMPONENT

PROCESS AND PRINCIPLES OF EFFECTIVE NEGOTIATION

  • What is negotiation, really?
  • The successful negotiation – what does it look like?
  • Robust negotiating framework
  • Identifying the issues in negotiations
  • From positions to needs
  • Communicating clearly
  • Understanding power dynamics
  • Separating the people from the problem
  • Building relationships

DIFFERENT APPROACHES

  • Negotiating styles
  • Soft negotiation
  • Hard negotiation
  • How to choose which approach
  • Optimising your chances

OPTIMISING SKILLS, OVERCOMING BLOCKS

  • The importance of preparation and how best to do it
  • Key things that make big differences
  • Best Alternative (BATNA) – formulation & use
  • Walking Away Point (WAP) – managing yourself
  • Challenges in conducting actual negotiations and how to overcome them
  • Overcoming intransigence
  • Dealing with manipulation & coercion
  • Seven major pitfalls to avoid when negotiating

COST OF ATTENDANCE

The cost of attending is a benefit of SCTS membership. Everybody, however, is asked to contribute to the functional cost of attending i.e. the venue and catering. All fees need to be settled in advance.

SCTS Members

The cost of attendance is £52.50 + VAT

Cancellation: Please note that if you book and do not turn up you will be liable to the full non-member rate and its associated cancellation policy. Cancellation fees are negated if the place is subsequently filled or an alternate SCTS member is found by the cancelling individual.

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Non-Members

The cost of attendance is £252.50 + VAT

Standard Cancellation: The standard cancellation policy is designed to allow re-marketing of a course place, should you cancel.

Cancellation may be made up to 10 weeks in advance without penalty. At less than 10 weeks, the participant is liable for the full fees unless we are able to re-fill the course place. At that point, all paid fees are returned to the original attendee.

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EVENT TIMING

  • 10:00 Registration & Coffee
  • 10:15 Programme Commencement
  • 11:30 Morning Coffee
  • 11:45 Programme Re-commencement
  • 13:15 Lunch
  • 14:00 Programme Re-commencement
  • 15:15 Afternoon Tea
  • 15:30 Programme Re-commencement
  • 16:45 Programme Closure

Reserve Your Seat Now

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