Our First FREE E-Learning ‘From Gaps to Gains: Mastering Needs Analysis’ is LIVE. Click here to access.
- Ask a Question
- Bookmark
- Share
- prev
- next
Full Day | Max. 24 Participants
Workshop Outcomes
- Feel more capable and confident in tackling negotiations through better preparation
- Have an increased range of influencing strategies and be able to apply them across different situations
- Be equipped with a toolkit to work with different influencing styles
- Become better at building trust and smoothing the way for win win outcomes
Topics Covered
- 5 essential preparation steps prior to negotiations
- Distributive and Integrative tactics
- 4 Negotiation styles and how to work best with each
- Rapport and Trust building techniques
- 9 Influencing tools and how to apply them
- Understanding the head, hearth, hands strategy
- What to do when things go wrong in negotiations
Location
- Willing to work remote
- Willing to work interstate
How can this workshop be delivered?
- Face to face
Overview
Whether you are leading a large project, dealing with contractors, working in government departments or managing stakeholders of any sort, influencing and negotiation skills are an essential part of the managers toolkit to achieve win-win outcomes.
NOTE: this program is focused on the psychology of influencing and negotiation, not the technical aspects of complex legal negotiations.
This session covers the key preparation steps for effective negotiation, including understanding your BATNA and identifying the needs of all negotiating parties. Participants will explore the differences between distributive and integrative negotiation approaches, along with practical tactics for each. The program also focuses on building rapport and trust to strengthen influence and negotiation outcomes, while helping participants recognise different negotiation styles and strategies.
Participants will also learn the Head, Heart, Hands influencing framework, along with nine practical influencing tools and how to apply them effectively in workplace conversations. In addition, the session explores strategies for managing situations when negotiations become challenging or go off track.
Workshop Outcomes
- Feel more capable and confident in tackling negotiations through better preparation
- Have an increased range of influencing strategies and be able to apply them across different situations
- Be equipped with a toolkit to work with different influencing styles
- Become better at building trust and smoothing the way for win win outcomes
Topics Covered
- 5 essential preparation steps prior to negotiations
- Distributive and Integrative tactics
- 4 Negotiation styles and how to work best with each
- Rapport and Trust building techniques
- 9 Influencing tools and how to apply them
- Understanding the head, hearth, hands strategy
- What to do when things go wrong in negotiations
Who is this workshop for
Early and mid-level managers, project managers and team members who work with stakeholders and are seeking to achieve win-win outcomes with others
Handouts/materials provided
A workbook with the key tools and models is included
What to bring
A willingness to jump in!
You can’t learn about influencing and negotiation skills just by listening to the course facilitator; you need to experience the tools and strategies first hand.
Expect to undertake skills practice and engage in activities to help you use the tools in the learning environment.
Facilitator
About the facilitator
Alison has over 30 years experience in organisational and leadership development across the public, private, and non-profit sectors, where she has been engaged to design and deliver leadership development programs and support leadership initiatives. As a trained and experienced psychologist, coach and facilitator, she works with leaders of all levels from frontline to C-suite to implement practical leadership strategies that get results.
In the last 18 years, Alison has been providing bespoke leadership development and coaching, developing high performing teams and supporting leaders through change as an independent consultant. She facilitates programs for Engineers Australia, Queensland Health, UnitingCare Queensland, the Queensland Public Sector and many businesses in the engineering and professional fields. Alison has recently been part of an award-winning team in awarded Best Leadership Development Program from the Australian Institute of Training and Development.
Alison has been responsible for leading large teams and organisational interventions in her previous roles as a senior leader across the Queensland Government Departments of Main Roads, Education and Treasury, where she was responsible for workforce capability, leadership development and culture functions of the various departments. This included designing and developing cultural change initiatives, leadership and management development programs, coaching, talent pipelines and staff surveys.
Alison is an affirming facilitator and coach who provides practical tools to help leaders with the daily challenges of navigating people leadership and teams. She loves her work and is passionate about building leaders to be their best because when they are at their best, their influence cascades to create great cultures that people love to work in.
Alison has a BA (Hons Psych), MBA, is a registered psychologist, DISC accredited, Fastlead Accredited facilitator, NLP Master Coach and Facilitator.
Key Expertise
- Leadership and Management
- High Performing Teams
- Leading Change
- Emotional Intelligence
- Leadership Coaching
- DISC profiling
- Graduate Development Programs
- Mentoring Programs
Industry Focus
- Engineering and Technical
- Hospitals and Healthcare
- Energy and Water
- Financial Services
- Government and Non-profit
- Small and Medium Business
Based in:
About the facilitator
Alison has over 30 years experience in organisational and leadership development across the public, private, and non-profit sectors, where she has been engaged to design and deliver leadership development programs and support leadership initiatives. As a trained and experienced psychologist, coach and facilitator, she works with leaders of all levels from frontline to C-suite to implement practical leadership strategies that get results.
In the last 18 years, Alison has been providing bespoke leadership development and coaching, developing high performing teams and supporting leaders through change as an independent consultant. She facilitates programs for Engineers Australia, Queensland Health, UnitingCare Queensland, the Queensland Public Sector and many businesses in the engineering and professional fields. Alison has recently been part of an award-winning team in awarded Best Leadership Development Program from the Australian Institute of Training and Development.
Alison has been responsible for leading large teams and organisational interventions in her previous roles as a senior leader across the Queensland Government Departments of Main Roads, Education and Treasury, where she was responsible for workforce capability, leadership development and culture functions of the various departments. This included designing and developing cultural change initiatives, leadership and management development programs, coaching, talent pipelines and staff surveys.
Alison is an affirming facilitator and coach who provides practical tools to help leaders with the daily challenges of navigating people leadership and teams. She loves her work and is passionate about building leaders to be their best because when they are at their best, their influence cascades to create great cultures that people love to work in.
Alison has a BA (Hons Psych), MBA, is a registered psychologist, DISC accredited, Fastlead Accredited facilitator, NLP Master Coach and Facilitator.
Key Expertise
- Leadership and Management
- High Performing Teams
- Leading Change
- Emotional Intelligence
- Leadership Coaching
- DISC profiling
- Graduate Development Programs
- Mentoring Programs
Industry Focus
- Engineering and Technical
- Hospitals and Healthcare
- Energy and Water
- Financial Services
- Government and Non-profit
- Small and Medium Business
Based in:
Contact Us
Can’t find what you need? For more information or a customised solution for your organisation, simply fill out the form below, we will be in touch with you shortly.