Course Overview
To develop knowledge and understanding of influencing others as
required by a practicing or potential first line manager:
• Understand the value of
networking
• Know how to influence and negotiate with others to achieve
objectives
Assessment Criteria
• Explain the value to
the first line manager of networking
• Identify an appropriate network for a first line manager and
describe methods to establish and maintain effective professional
relationships with the identified network
• Explain the general principles of negotiation
• Explain a relevant technique for influencing others to achieve
workplace objectives
• Describe how to reduce resistance and minimize conflict to achieve
a win-win situation in the workplace during negotiations
International
Curriculum
Unit 3.31 - Validated by ILM, the
Institute of Leadership & Management.
Course Outline
Learning Outcomes and Assessment Criteria
Networking
Activity 1
- Seek Out Opportunities, Develop Good 'People' Skills
Activity 2
- Record Your Contacts, Long-Term Objectives
Successful Networking
Social Skills
Developing Social Skills
Activity 3
- Interacting With Others, Friendships
Empathy
Activity 4
Dealing With Conflict
Assertiveness
Activity 5
Why Use Assertiveness?
How To Be Assertive
Activity 6
You Have the Right to Be Assertive
Conflict Strategies: What Are You Like?
- The Turtle (Withdrawing), The Shark (Forcing), The Teddy Bear
(Smoothing), The Fox (Compromising), The Owl (Confronting)
How You Act In Conflict
Activity 7
Using Negotiation In Conflict
Dealing With Someone Unwilling To Negotiate
Addressing Power Imbalances
Managing Impasse
Resolving Conflict - Guidelines
Know Yourself
Clarify Personal Needs Threatened by the Dispute
Consequences of Not Resolving the Conflict
Ground rules
Activity 8
Identify a Safe Place for Negotiation
Take a Listening Stance into the Interaction
Assert Your Needs Clearly and Specifically
Approach Problem Solving with Flexibility
Build an Agreement that Works
Styles Of Negotiation
- cooperative, competitive
Attitude
Keep an Adult Approach to the Matter
- Battles, Deadlock, Arguing
Game Theory
Win - lose = Competitive
- Attack, Defense
Win - Win = Cooperative
- Actions
Personal Qualities For Negotiation
Activity 9
Difficult Types
- Strong and Silent, Uninterested, Talkers, Rude, Friendly, Senior
Conclusion