Topic 10: Influencing & Negotiating
Building on your previous development sessions on Stakeholder Engagement and DiSC for Work & Life, this topic will provide you with a solid understanding of the behaviours, styles and approaches that can help you build confidence in negotiating & influencing outcomes.
It will also cover the importance of communication mastery and show you how to effectively communicate to give you the power of influence over those outcomes.
Building on your previous development sessions on Stakeholder Engagement and DiSC for Work & Life, this topic will provide you with a solid understanding of the behaviours, styles and approaches that can help you build confidence in negotiating & influencing outcomes.
It will also cover the importance of communication mastery and show you how to effectively communicate to give you the power of influence over those outcomes.
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TEDxCeleste Headlee - How to have a good conversation
When your job hinges on how well you talk to people, you learn a lot about how to have great conversations – and most of us don’t converse very well. A great conversation requires a balance between talking and listening. This balance is important because bad communication leads to bad relationships, at home, at work, everywhere.
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7 Habits of Highly Effective People
6. Seek first to understand, then to be understood. When someone presents us with a problem, we often jump right to giving a solution. This is a mistake. We should first take time to really listen to the other person and only then make recommendations.
Topic Outcomes
By the end of this topic you will be able to:
- Understand the concept of personal power and influence
- Deliver information tailored to your audience
- Understand the principles of effective negotiation
- Understand the importance of perspective in negotiation
- Apply influencing tactics & behaviours and know how to develop them
- Apply communication techniques to improve your capacity to influence
Alignment with the PSC Framework
- Utilise facts, knowledge and experience to support recommendations (intermediate)
- Work towards positive and mutually satisfactory outcomes (intermediate)
- Identify and resolve issues in discussion with other staff and stakeholders (intermediate)
- Identify others’ concerns and expectations (intermediate)
- Influence others with a fair and considered approach and sound arguments (adept)
- Lead and facilitate productive discussions with staff and stakeholder (adept)
- Manage challenging relations with internal and external stakeholders
(adept)
Relevant job interview questions
- Tell us about a time when you needed to get a team member/peer to change his/her mind. How did you go about it?
- Describe a situation in which you were able to use persuasion to successfully convince someone to see things your way. How did you go about persuading them? What compromises were made?
- Describe a situation you had to persuade other people to take action. Were you successful?
- Describe a situation in which you were able to use your influencing skills to successfully convince someone to see things your way.
- Walk us through a negotiation that you are particularly proud of. What was your role? What type of preparation did you do? How was that data used?
- Describe a situation when you had to arrive at a compromise or guide others to a compromise.
- Please provide the panel with an example of when you have used your negotiation skills to influence a business outcome. What approach did you use and what was the outcome?
- When negotiating with others we often compromise on certain issues. Tell us about a time when you used a strategy for giving in or standing firm on an issue to achieve the desired outcome.
Quick Links
- Topic 1: Growth Mindset and PSC Framework
- Topic 2: Organisational Awareness and Industry Knowledge
- Topic 3: Resilience and Positive Thinking
- Topic 4: Personal Management for Productivity
- Topic 5: Superannuation and Personal Budgeting
- Topic 6: Accountability
- Topic 7: Stakeholder Engagement
- Topic 8: Project Management
- Topic 9: DiSC for Work & Life
- Topic 11: Human Centered Design