Influencing And Negotiating Skills Pdf

influencing and negotiating skills pdf

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In this Ultimate Guide to Influencing Skills, we solve the mystery of influence and persuasion. There is no use in data and ideas unless you can use them in the real world.

Influencing skills are the ability to bring people round to your way of thinking about a certain topic, without force or coercion whilst acknowledging their opinions. The importance of influencing skills has increased over the years with it now being one of the top 5 soft skills most in demand for procurement and supply chain professionals in

In our daily life, we come across various instances of negotiations. A prospective employee may negotiate with his employer over his salary, a consumer may negotiate the price of the product with the salesman, and the management may negotiate with the workers union over work-related issues. It is through negotiation that parties decide what each of them finally get and give in their relationship. Before delving into the various aspects of negotiation, it is important to understand conflict. Conflict and negotiation go hand in hand.

What is Negotiation?

Persuading involves being able to convince others to take appropriate action. Negotiating involves being able to discuss and reach a mutually satisfactory agreement. Influencing encompasses both of these. These skills are important in many jobs, especially areas such as marketing, sales , advertising and buying, but are also valuable in everyday life.

You will often find competency-based questions on these skills on application forms and at interview, where you will be required to give evidence that you have developed these skills. Example answers for persuading and negotiating questions on application forms and at interviews. Describe a situation where you have had to negotiate a solution to a challenging situation On arrival in Spain, I was confronted with a completely different organisational structure. I was the first person to go to Valencia from my university, and my role there was to test a new exchange programme and to negotiate the terms for future exchanges.

I found that the structure of the courses were to the disadvantage of the Kent students and would affect the overall result of the degree. As the spokesperson for the students, I had to influence both sides on reaching a new agreement. I explained the situation to the academic staff at Kent, and negotiated new terms for the exchange programme.

I successfully persuaded the administration in Seville to accept these conditions during this period. I learned that it can take a lot of time, effort and patience to achieve common agreements, especially when two different cultural backgrounds are involved. How have you used your communication skills to persuade others to follow your lead?

As a camp counsellor, I was responsible for a hut housing a group of ten children, helping the children settle in to the camp and encouraging them to join in activities.

The hardest part was getting the children to keep the hut tidy and to join in the daily 'household chores' session - a problem which I found was shared by other counsellors. We decided to motivate the children by turning this session into an inter-hut competition, and arranged for the Camp Director to carry out daily inspections.

I produced a wall chart to show the points awarded to each hut and explained to the children how the points would be won and lost. The competitive spirit transformed the children's attitude to tidying up as each hut worked as a team to keep their surroundings clean and tidy. There were no more problems with children disappearing at clear-up time and parents were amazed to hear how involved their children had become in this activity. Please describe a situation where you had to persuade someone to do something.

How did you go about it? Were you successful? Last year I was living off-campus in a student house with friends. The place was quite old and did not have a functional TV aerial. I was in charge of liaising with our landlord. I called him up to ask if he could fix it for us. He was reluctant to do so unless we paid but I persuaded him finally by saying that it would be beneficial for him as it would be easier to rent the house out for next year.

Also, it would be unfair on us to pay for an aerial that we would only use for about nine months. I was successful with my persuasion and reason.

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Persuading Focus on the needs of the other party. Take time to listen to them carefully and find out about their interests and expectations. This shows that you are really interested in them and they are then more likely to trust and respect you. It will also make it easier for you to outline the benefits of your proposal in terms they understand.

Argue your case with logic. Do careful research on your ideas and those of your competitors if there are any and make sure that any claims you make can be verified. Use positive rather than negative language: instead of saying "You're wrong about this" , say "That's true, however Subtly compliment the other party.

Even though they may realise this is being done, evidence shows that they will still warm to you and be more open to your proposals. Mirroring the other person's mannerisms e. People you mirror subconsciously feel more empathy with you. Try to remember the names of everyone you meet. It shows that you are treating them as an individual.

Negotiating Negotiating to win Negotiating jointly This involves pursuing your own interests to the exclusion of others. Whilst you might get short term gain, you will build up long term resentment which can be very disruptive if you ever need to work with these people again. This involves coming to an agreement where everyone gets what they want, reaching a mutually satisfactory agreement: win-win.

You need to establish mutual trust, so it requires honesty and integrity from both parties. Both sides work together to come up with a compromise solution to suit everyone's best interests. Each party tries to see things from the other's perspective.

Negotiating Skills Basic skills: Use ideas persuasively Keep the attention of others. Explain the benefits of your argument. Develop a line of reasoned argument. Put your points across clearly and concisely. Understand the concerns and needs of the person you are dealing with.

Intermediate skills: Gain support Emphasise how costs and problems can be minimised. Handle objections. Challenge the points of view expressed by others. Get other people to support your views. High level skills: Develop strategies Use a range of approaches and strategies to gain support for ideas. Give an example of when your idea has been used successfully in some other context.

Make concessions when required to reach agreement: work for a win-win situation. Form long term relationships. Negative strategies! Negotiating to win. Gain power by undermining the position of others. Don't show respect for others views. Put down their ideas. Impose your own views rather than reasoning with others.

Example answers for persuading and negotiating questions on application forms and at interviews Describe a situation where you have had to negotiate a solution to a challenging situation This involves pursuing your own interests to the exclusion of others.

Principles of negotiation and influencing

Job descriptions often list negotiation skills as a desirable asset for job candidates, but the ability to negotiate requires a collection of interpersonal and communication skills used together to bring a desired result. The circumstances of negotiation occur when two parties or groups of individuals disagree on the solution for a problem or the goal for a project or contract. A successful negotiation requires the two parties to come together and hammer out an agreement that is acceptable to both. Effective negotiators must have the skills to analyze a problem to determine the interests of each party in the negotiation. A detailed problem analysis identifies the issue, the interested parties and the outcome goals. For example, in an employer and employee contract negotiation, the problem or area where the parties disagree may be in salary or benefits.

Employability Skills

The techniques in the programme will help you whether you are trying to influence and negotiate in a formal or informal situation, and upwards, downwards or sideways. It will help you think about how you can adapt your own communication style to be a more effective in your interactions. And overall it will help you to be a more confident and convincing influencer and communicator. This programme is for individuals who want to boost their ability to persuade and convince others, including those who negotiate with stakeholders or work in cross-functional or multi-agency partnership teams. See also The Influential Fundraiser : a programme designed specifically for fundraisers working with donors.

Interpersonal Skills:. Subscribe to our FREE newsletter and start improving your life in just 5 minutes a day. Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.

Influencing Skills

Persuading involves being able to convince others to take appropriate action. Negotiating involves being able to discuss and reach a mutually satisfactory agreement. Influencing encompasses both of these.

What is Negotiation?

Influencing and negotiating are things we all try to do all the time. For instance, we want to influence our children to behave according to codes and values we feel are appropriate or we want our partners to choose the holiday we want. Negotiating and influencing are particularly important skills in public health, as we often lead without authority and are therefore reliant on the success of our behaviour and skills in dealing with colleagues within the organisations in which we work and also with external partners. There will be many occasions where we want to influence colleagues or partners to adopt a specific course of action, persuade our peers or stakeholders to take part in joint projects or work with us towards a particular goal or negotiate to secure funds for projects.

Examines the connection between influencing and negotiation. The article is in two parts. This first part concentrates on influencing. It looks at the six strategies that people at work actually use in their attempts to influence others.


Enhance your persuasive and communication style to influence your audience. • Improve your negotiation skills and increase the probability.


US & World

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Top Ten Effective Negotiation Skills

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Influencing & Negotiating for Results

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