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Negotiating and influencing with            success       by Toronto Training and HR               May 2012
3-4     Introduction to Toronto Training and HR           5-6     Negotiation maximsContents   9-11           10-11       ...
Introduction     Page 3
Introduction to Toronto Training            and HR• Toronto Training and HR is a specialist training and human  resources ...
Negotiation maxims        Page 5
Negotiation maxims“Great negotiators never argue with reasons; theyargue the facts”“You never have to prove anyone wrong; ...
Making your case       Page 7
Making your casePreparationThe structureThe techniqueSummary and questions                   Page 8
Ethical negotiations        Page 9
Ethical negotiations 1 of 2Establish your credibility and that of your clientConsider sharing negative informationDetermin...
Ethical negotiations 2 of 2Be respectful and don’t bullyLet your clients make the deal they wantStay optimistic           ...
Dealing withsubcontractors     Page 12
Dealing with subcontractorsOne throat to chokeSubcontractor failuresTiming is everythingNegotiating strategyManaging subco...
Renegotiating supply     contracts        Page 14
Renegotiating supply contractsWhat’s the position?Don’t drag your heelsBring them to the tableIt takes two to tangoDo your...
Effect of culture on levels       of influence            Page 16
Effect of culture on levels of             influenceFormal methods of influenceInformal methods of influenceWho is most in...
Obstacles that can stand in the way of success          Page 18
Obstacles that can stand in the        way of successFear of rejectionNot being clear about what you must havePoor command...
Authority   Page 20
AuthorityDefinitionCredibilityDelegation                Page 21
Influencing tactics for a    business leader           Page 22
Influencing tactics for a          business leaderSilent authorityAssertivenessExchangeCoalition formationUpward appealIng...
How to influence powerful         people           Page 24
How to influence powerful             peopleManage first impressionsKnow what you are doingPractice humilityShow appreciat...
Effective negotiating         Page 26
Effective negotiating 1 of 3Know what you wantAppreciate your own physical presenceMake sure you’re negotiating with the r...
Effective negotiating 2 of 3Trust, but verifyResist the temptation to cut the pie in halfDon’t negotiate by emailGive to g...
Effective negotiating 3 of 3Know when to walk awayDon’t let negotiations drag on too long                      Page 29
Changing jobs     Page 30
Changing jobs 1 of 2If you are being lured from secure employment,how much money are you leaving on the table byresigning?...
Changing jobs 2 of 2Have you calculated the value of your currentbenefit package and compared it to the newemployer’s pack...
Buying a new car      Page 33
Buying a new carSet targetsCreate competition between dealersFeign interest in a model not stocked to settle foran alterna...
Securing a raise      Page 35
Securing a raise 1 of 4Just because you’re new to the job force doesn’tmean you can’t ask for more……but don’t push your lu...
Securing a raise 2 of 4PROVE YOUR VALUE TO THE EMPLOYERYou need to be clear and fluent about why youdeserve what youre ask...
Securing a raise 3 of 4PROVE YOUR VALUE TO THE EMPLOYERYour ability to get a raise will depend a lot on howyour company is...
Securing a raise 4 of 4WHAT DOES IT DEPEND UPON?Level of experience and skillsPerson negotiating withType of organization ...
Starting salaries       Page 40
Starting salaries 1 of 3Calculate minimum starting salaryResearch salaries and benefitsDetermine your market valueHave a f...
Starting salaries 2 of 3Look at the total packageShare your researchMake your caseEmphasize the benefits of your skillsBe ...
Starting salaries 3 of 3Don’t get discouraged during salary negotiationsGet it in writingBe reasonable and flexibleDemonst...
Strategies to be aneffective influencer        Page 44
Strategies to be an effective         influencer 1 of 2You have to believe in yourself and believe thatwhat you want (your...
Strategies to be an effective         influencer 2 of 2Be seen as a trustworthy individual of highintegrity, someone who i...
Building a reputation as a   powerful influencer           Page 47
Building a reputation as a     powerful influencer 1 of 2Know what you want to accomplishSpecifically identify the person ...
Building a reputation as a    powerful influencer 2 of 2Prepare to sacrifice “wants” to gain “musts”Be sure there is oppor...
Drill Page 50
DrillPage 51
Conclusion and questions          Page 52
Conclusion and questionsSummaryVideosQuestions               Page 53
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Negotiating and influencing with success May 2012

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Half day training event held in Toronto.

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Transcript of "Negotiating and influencing with success May 2012"

  1. 1. Negotiating and influencing with success by Toronto Training and HR May 2012
  2. 2. 3-4 Introduction to Toronto Training and HR 5-6 Negotiation maximsContents 9-11 10-11 Ethical negotiations Core concerns of negotiation 12-13 Dealing with subcontractors 14-15 Renegotiating supply contracts 16-17 Effect of culture on levels of influence 18-19 Obstacles that can stand in the way of success 20-21 Authority 22-23 Influencing tactics for a business leader 24-25 How to influence powerful people 26-29 Effective negotiating 30-32 Changing jobs 33-34 Buying a new car 35-39 Securing a raise 40-43 Starting salaries 44-46 Strategies to be an effective influencer 47-49 Building a reputation as a powerful influencer 50-51 Drill 52-53 Conclusion and questions Page 2
  3. 3. Introduction Page 3
  4. 4. Introduction to Toronto Training and HR• Toronto Training and HR is a specialist training and human resources consultancy headed by Timothy Holden• 10 years in banking• 10 years in training and human resources• Freelance practitioner since 2006• The core services provided by Toronto Training and HR are: - Training event design - Training event delivery - Reducing costs - Saving time - Improving employee engagement & morale - Services for job seekers Page 4
  5. 5. Negotiation maxims Page 5
  6. 6. Negotiation maxims“Great negotiators never argue with reasons; theyargue the facts”“You never have to prove anyone wrong; you onlyhave to prove yourself right”“People will consider what you have to say, to theexact degree you demonstrate you understandtheir point of view” Page 6
  7. 7. Making your case Page 7
  8. 8. Making your casePreparationThe structureThe techniqueSummary and questions Page 8
  9. 9. Ethical negotiations Page 9
  10. 10. Ethical negotiations 1 of 2Establish your credibility and that of your clientConsider sharing negative informationDetermine your clients interests and goalsDiscourage your clients from coming to the tablewith a bottom lineMake as many concessions as you canDevelop a rapport with the other sideUnderstand the basis for the proposals Page 10
  11. 11. Ethical negotiations 2 of 2Be respectful and don’t bullyLet your clients make the deal they wantStay optimistic Page 11
  12. 12. Dealing withsubcontractors Page 12
  13. 13. Dealing with subcontractorsOne throat to chokeSubcontractor failuresTiming is everythingNegotiating strategyManaging subcontractor defaultsPractical realities Page 13
  14. 14. Renegotiating supply contracts Page 14
  15. 15. Renegotiating supply contractsWhat’s the position?Don’t drag your heelsBring them to the tableIt takes two to tangoDo your prepBe clear what you wantBe ready to walkSet the rules of engagementStrike the right tone Page 15
  16. 16. Effect of culture on levels of influence Page 16
  17. 17. Effect of culture on levels of influenceFormal methods of influenceInformal methods of influenceWho is most influential?What is the basis of this influence? Page 17
  18. 18. Obstacles that can stand in the way of success Page 18
  19. 19. Obstacles that can stand in the way of successFear of rejectionNot being clear about what you must havePoor command of the language“Situational influence”Feeling guilty Page 19
  20. 20. Authority Page 20
  21. 21. AuthorityDefinitionCredibilityDelegation Page 21
  22. 22. Influencing tactics for a business leader Page 22
  23. 23. Influencing tactics for a business leaderSilent authorityAssertivenessExchangeCoalition formationUpward appealIngratiationImpression managementPersuasionInformation control Page 23
  24. 24. How to influence powerful people Page 24
  25. 25. How to influence powerful peopleManage first impressionsKnow what you are doingPractice humilityShow appreciationGuard your independence Page 25
  26. 26. Effective negotiating Page 26
  27. 27. Effective negotiating 1 of 3Know what you wantAppreciate your own physical presenceMake sure you’re negotiating with the right personTry to read the people across the table from youUnderstand their personalityBe honest with yourselfRecognize that people ask for me than they expectto getShare the logic for your requests Page 27
  28. 28. Effective negotiating 2 of 3Trust, but verifyResist the temptation to cut the pie in halfDon’t negotiate by emailGive to getPerception is more important than realityPut all your big issues on the tableMake sure your concessions are acknowledgedUse your leverageBe prepared Page 28
  29. 29. Effective negotiating 3 of 3Know when to walk awayDon’t let negotiations drag on too long Page 29
  30. 30. Changing jobs Page 30
  31. 31. Changing jobs 1 of 2If you are being lured from secure employment,how much money are you leaving on the table byresigning? Have you thought about how to recoupthis money from your new employer?If you have signed any restrictive covenants withyour current employer such as a non-solicitationclause, have you disclosed and addressed thistopic with the new employer? Page 31
  32. 32. Changing jobs 2 of 2Have you calculated the value of your currentbenefit package and compared it to the newemployer’s package?Do you really understand the performancecompensation scheme in place with the newemployer?What kind of job security do you need –particularly if you are leaving secure long-termemployment? Have you thought of an exit strategyif the new employer is sold or is taken public? Page 32
  33. 33. Buying a new car Page 33
  34. 34. Buying a new carSet targetsCreate competition between dealersFeign interest in a model not stocked to settle foran alternativeBe flexibleAvoid unnecessary charges Page 34
  35. 35. Securing a raise Page 35
  36. 36. Securing a raise 1 of 4Just because you’re new to the job force doesn’tmean you can’t ask for more……but don’t push your luck too muchDon’t limit yourself to talking about moneyKnow the best time to bargainCome preparedBe resourceful Page 36
  37. 37. Securing a raise 2 of 4PROVE YOUR VALUE TO THE EMPLOYERYou need to be clear and fluent about why youdeserve what youre asking for without soundingdefensiveYou want to be able to highlight what the marketvalue is for a person with your skills andexperienceIf there have been any occasions in the pastwhere your performance was less than exemplary,note this and be prepared to offer an explanation Page 37
  38. 38. Securing a raise 3 of 4PROVE YOUR VALUE TO THE EMPLOYERYour ability to get a raise will depend a lot on howyour company is doing financiallyPractice in advanceA raise doesnt have to come in dollar signs Page 38
  39. 39. Securing a raise 4 of 4WHAT DOES IT DEPEND UPON?Level of experience and skillsPerson negotiating withType of organization Page 39
  40. 40. Starting salaries Page 40
  41. 41. Starting salaries 1 of 3Calculate minimum starting salaryResearch salaries and benefitsDetermine your market valueHave a firm job offer before you negotiateConvey an element of flexibilityLet the prospective employer broach the subjectfirstRepeat the amount of the offer and stay silent Page 41
  42. 42. Starting salaries 2 of 3Look at the total packageShare your researchMake your caseEmphasize the benefits of your skillsBe ready to demonstrate that you have the exactskills neededPrepare to tradeNegotiate with respect Page 42
  43. 43. Starting salaries 3 of 3Don’t get discouraged during salary negotiationsGet it in writingBe reasonable and flexibleDemonstrate your excitement for the job Page 43
  44. 44. Strategies to be aneffective influencer Page 44
  45. 45. Strategies to be an effective influencer 1 of 2You have to believe in yourself and believe thatwhat you want (your goals and intentions), isvaluable, necessary, and relevantBe very, very clear about your goalKnow what your best alternative to a negotiatedagreement (BATNA)Identify the audience correctly Page 45
  46. 46. Strategies to be an effective influencer 2 of 2Be seen as a trustworthy individual of highintegrity, someone who is looking out not only forhis or her own best interests but also for the bestinterests of the parties he or she is attempting toinfluence Page 46
  47. 47. Building a reputation as a powerful influencer Page 47
  48. 48. Building a reputation as a powerful influencer 1 of 2Know what you want to accomplishSpecifically identify the person you must persuadeChoose the optimal time and place for persuasionUnderstand the other person’s position andinterests before you begin the processWhile you’re in conversation, listen for overlap andcommonality, so you can begin your discussionfrom a position of agreement Page 48
  49. 49. Building a reputation as a powerful influencer 2 of 2Prepare to sacrifice “wants” to gain “musts”Be sure there is opportunity for a win-win-winsituation for all involvedReflect on and reaffirm the agreement, whichmeans summarizing it as you go through theprocessAim for a commitment, because buy-in is asimportant as an agreementDocument the agreement as necessary Page 49
  50. 50. Drill Page 50
  51. 51. DrillPage 51
  52. 52. Conclusion and questions Page 52
  53. 53. Conclusion and questionsSummaryVideosQuestions Page 53
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