Influencing strategies
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 3 download credits (Single user)
At the heart of all negotiations is the concept of movement: getting the other person to move towards your position, while you, in turn, move towards theirs. This process can be accelerated by influencing strategies which help to move a person towards your way of thinking or towards your position. There are several strategies that negotiators use to achieve this end. This training activity helps the participants to recognise some of those strategies and to understand their applications.
The participants work in buzz groups to differentiate between the concepts of power and influence. They then discuss the importance of developing influencing strategies during the preparation phase of a negotiations process. Next, they work in small groups to look at examples of influencing strategies and identify their effects and appropriate uses. They examine some brief scenarios and identify possible influencing strategies to use in each of the described circumstances. They then come together as a main group to discuss their ideas. Finally, the participants review the reasons behind a choice of influencing strategy and devise a strategy checklist to use in the planning phase of a negotiation.
Who is it for: This training resource is intended for use by trainers to enable participants to identify a range of strategies that can be used to influence others in a negotiation.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 01:30:00 |
| No of Pages: | 14 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers to explore the application of power in negotiations. It works best, although not exclusively, with participants who have done some investigation of power and its sources, and who have some understanding or experience of the basic issues involved in preparing for negotiations. It is especially useful when internal negotiations within organisations are being or have been examined.
Download the training activity, Influencing strategies as featured in the Fenman training manual; Negotiation Skills