Stakeholder management Influencing and Negotiating

 

Ø INTRODUCTION


    A Stakeholder is an individual or group, with an interest in what you provide or do. If you are going to influence your Stakeholders, you must take the time to develop and build support. Whether this is for a Project or a major Change initiative, without the support of people, you will fail. Research has shown that Project and Programme Management Specialists spent much more time than the average respondent dealing with people and people issues.

This exciting and innovative course will focus on the practical and theoretical aspects of Influencing, Negotiating & Communicating. You will learn how to build an ongoing relationship with people to ensure success in all you do. You will learn the essential ingredients of engagement and practical skills in human communication, influence and negotiation.

This course will highlight:

l  How to manage stakeholders successfully

l  How to remove or limit communication barriers

l  Leading change through the power of relationships

l  How to build an ongoing relationship with people to ensure success

l  Practical people engagement techniques

 

Ø Objectives

 

At this program's conclusion, participants should be able to:

 

l  Define the leadership and managerial skills necessary for increasing organizational productivity

l  Apply effective coaching and appraisal techniques

l  Employ problem solving tools to overcome organizational obstacles

l  Solve conflicts using win-win approaches

l  Create plans to manage change leading to continuous improvement

l  Develop effective time management action plans

l  Describe the critical approaches to Stakeholder Management

l  Discuss the main methods of effective influence

l  Apply psychological communication theory to project and programme management

l  Analyse the appropriate negotiation techniques in a given situation

l  Design a strategy for Stakeholder Engagement

Ø TRAINING METHODOLOGY


This training course will combine presentations with instructor-guided interactive discussions between participants relating to their individual workplace. Practical exercises, video material and case studies aiming at stimulating these discussions and providing maximum benefit to the participants will support the training.

This interactive training course includes the following training methodologies as a percentage of the total tuition hours:

l  30% Lectures, Concepts, Role Play

l  30% Workshops & Work Presentations, Techniques

l  20% Based on Case Studies & Practical Exercises

l  20% Videos, Software & General Discussions

Pre and Post Test

 

Ø WHO SHOULD ATTEND?

 

l  Project Management Professionals

l  Project and Programme Managers

l  Any Manager who needs to improve their skills in communication, negotiation and influence

l  Change Leaders

l  Human Resource (HR) Professionals

 

 

                                                                               Outline

Day 1

 

Essential Communication Skills for Stakeholder Management

 

l  Introduction to Stakeholder Management

l  Understanding the psychology of communication

l  The seven largest barriers to effective communication

l  How to remove these barriers

l  Why listening is more important than talking

l  The Emotional Intelligence (EI) skills needed for Management

 

Day  2

 

 

 

Stakeholder Management

l  Key Stakeholder management definitions

l  Identifying your Stakeholders

l  Stakeholder analysis

l  The three-step approach to effective Stakeholder management

l  Anticipating your Stakeholder likely needs

l  Developing ongoing business relationships

 

Day 3

 

 

 

Stakeholder Management

 

l  Key Stakeholder management definitions

l  Identifying your Stakeholders

l  Stakeholder analysis

l  The three-step approach to effective Stakeholder management

l  Anticipating your Stakeholder likely needs

l  Developing ongoing business relationships

 

Day 4

 

 

Negotiation Techniques and Practice

l  Coleman Raider “Bare-Bones” model

l  Negotiating styles assessment

l  Create the ideal BATNA

l  Introduction to reframing techniques

l  Cultural differences that affect negotiation

l  Negotiating styles, tactics and overcoming deadlock

 

 

Day 5

 

Negotiation Techniques and Practice

 

l  Coleman Raider “Bare-Bones” model

l  Negotiating styles assessment

l  Create the ideal BATNA

l  Introduction to reframing techniques

l  Cultural differences that affect negotiation

l  Negotiating styles, tactics and overcoming deadlock

 

 

Schedule

 

  • 08:30 – 10:15 First Session
  • 10:15 – 10:30 Coffee Break
  • 10:30 – 12:15 Second Session
  • 12:15 – 12:30 Coffee Break
  • 12:30 – 14:00 Third Session
  • 14:00 – 15:00 Lunch

 

Fees

 The Fee for the seminar, including instruction materials, documentation, lunch, coffee/tea breaks & snack :