Half day open training event held in Toronto, Ontario

1. All you want to know about
negotiating and influencing others
by Toronto Training and HR
September 2015

2. CONTENTS
3-4 Introduction
5-6 Definitions
7-10 Involvement and influence
11-12 Tactics used to influence people
13-14 Approaches to influencing
15-16 Influence and the six principles of persuasion
17-18 Competencies to develop in order to become more influential
19-20 Influential experts
21-22 Aspects of personal power and influence
23-24 Managing your boss
25-26 Basic points of consensual negotiations
27-28 Factors which limit consensual negotiation
29-31 Warming up for negotiations
32-33 Approaches to negotiation
34-35 Why is negotiation so stressful?
36-37 Pay negotiations
38-40 Negotiating and dealing with Chinese business partners
41-42 Effective negotiations with VC organizations
43-44 Mediation
45-46 Roles and functions of mediators
47-49 Questions asked by a mediator
50-51 Conclusion, summary and questions
Page 2

3. Page 3
Introduction

4. Page 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
15 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
HR support with an emphasis on reducing
costs, saving time plus improving employee
engagement and morale
Services for job seekers

5. Page 5
Definitions

6. Definitions
• Negotiating and
negotiation
• Influencing and
influence
Page 6

7. Page 7
Involvement and influence

8. Involvement
and influence
1 of 3
• Involvement and
influence
• Why are they important?
• What happens when
they are lacking?
• How can they be
improved?
Page 8

9. Involvement
and influence
2 of 3
• Appropriateness
• Acceptability
• Accessibility
• Effectiveness
• Efficiency
• Safety
Page 9

10. Involvement
and influence
3 of 3
Actions to be taken
• Norms, values and
practices of the work
environment
• Training and
development initiatives
• Communication
strategies and
approaches
• Formal policies and
programs
Page 10

11. Page 11
Tactics used to influence
people

12. Tactics used
to influence
people
• Reason
• Friendliness
• Coalition
• Bargaining
• Forcefulness
• Higher authority
• Sanctions
Page 12

13. Page 13
Approaches to influencing

14. Approaches
to influencing
• Assertive persuasion
• Reward and
punishment
• Participation and trust
• Common vision
Page 14

15. Page 15
Influence and the six
principles of persuasion

16. Influence and
the six
principles of
persuasion
• Liking
• Reciprocity
• Social proof
• Commitment and
consistency
• Authority
• Scarcity
Page 16

17. Page 17
Competencies to develop
in order to become more
influential

18. Competencies
to develop in
order to
become more
influential
• Trailblazing
• Toolmaking
• Teamwork
• Translation
Page 18

19. Page 19
Influential experts

20. Influential
experts
• Compliance champions
• Business partners
• Technical champions
• Engaged toolmakers
Page 20

21. Page 21
Aspects of personal power
and influence

22. Aspects of
personal
power and
influence
• Authority
• Presence
• Impact
Page 22

23. Page 23
Managing your boss

24. Managing
your boss
• Make sure you
understand your boss
and his or her context
• Assess yourself and
your needs
• Develop and maintain
the relationship
Page 24

25. Page 25
Basic points of consensual
negotiations

26. Basic points of
consensual
negotiations
• Separate the people
from the problem
• Concentrate on
interests and not on
positions
• Develop options that
benefit both sides
• Insist on using some
objective criteria for
evaluating the
options
Page 26

27. Page 27
Factors which limit
consensual negotiation

28. Factors which
limit
consensual
negotiation
• Intractable nature of
some conflicts
• Major power
differences
• Protracted or
deep-rooted issues
Page 28

29. Page 29
Warming up for
negotiations

30. Warming up
for
negotiations
1 of 2
• How do you want to feel
going into the
negotiation?
• Why do you want to feel
that way?
• What can you do
beforehand to put
yourself in an ideal
emotional state?
• What can throw you off
balance during a
negotiation?
Page 30

31. Warming up
for
negotiations
2 of 2
• What can you do in the
midst of a negotiation to
regain your balance?
• How do you want to feel
when you are finished?
Page 31

32. Page 32
Approaches to negotiation

33. Approaches
to negotiation
• Normative or
prescriptive approach
• Individual differences
approach
• Structural approach
• Cognitive or
information processing
approach
Page 33

34. Page 34
Why is negotiation so
stressful?

35. Why is
negotiation
so stressful?
• Lack of control
• Unpredictability
• Absence of feedback
Page 35

36. Page 36
Pay negotiations

37. Pay
negotiations
• Perception of managers
• Balancing power in
negotiations
• They pay more next door…
• Empowering and equipping
managers
• Value the job, value the
person
Page 37

38. Page 38
Negotiating and dealing
with Chinese business
partners

39. Negotiating
and dealing
with Chinese
business
partners 1 of 2
• Cultural differences
• Adjusting the mindset
• Building and maintaining
relationships (guanxi)
• Managing face (mianzi)
• Conflicts
• Etiquette
• Legal considerations
Page 39

40. Negotiating
and dealing
with Chinese
business
partners 2 of 2
Different approaches to
negotiation
• Preliminary
discussions/approach
• Information exchange
• Means of persuasion
• Terms of agreement
Page 40

41. Page 41
Effective negotiations with
VC organizations

42. Effective
negotiations
with VC
organizations
• Leverage
• Trust
• Value
• Understanding
Page 42

43. Page 43
Mediation

44. Mediation • Content, process and
people
• Advantages of a
mediator
• Disadvantages of a
mediator
• Direct dealing and
non-direct dealing
• Impartiality and
neutrality
• Mediating in a team
Page 44

45. Page 45
Roles and functions of
mediators

46. Roles and
functions of
mediators
• Opener of
communication
channels
• Legitimizer
• Process facilitator
• Problem explorer
• Agent of balance (or
reality)
• Networker
Page 46

47. Page 47
Questions asked by a
mediator

48. Questions
asked by a
mediator
1 of 2
• What are the issues in dispute?
• Who are the parties?
• What are the facts relevant to
resolving the problem?
• Is there any additional
information or documentation to
share?
• What are the positions of the
various parties?
• What are the interests, needs
and concerns?
Page 48

49. Questions
asked by a
mediator
2 of 2
• What are the alternatives to
a negotiated/mediated
outcome?
• What options are available to
resolve the situation?
• Is there anything else to be
considered in finalizing an
agreement?
• Can you anticipate any
challenges regarding
implementation of the
desired agreement?
Page 49

50. Page 50
Conclusion, summary and
questions

51. Page 51
Conclusion, summary and
questions
Conclusion
Summary
Videos
Questions