1 Using your Influence Developing a collaborative approach Facilitated by Stewart Devitt

2 Objectives  Smile  Network and share ideas  Develop more specific outcomes  Explain the principles of negotiation  List the sources of influence  Practice looking at things differently  Prepare to manage your boss

3 Well Formed Outcomes  Encourages attention to be directed on the outcomes you want.

4 1.State positively what you want. 2.Detail how you will know they have been achieved. 3.Self initiated and self controlled. 4.Contextualise the outcome. 5.Consider secondary aspects. 6.Build in the required resources. Steps to Well Formed Outcomes

5 Creative tension Reality!! The Goal!!! Taking it step by step

6 Objectives of Negotiation  What you need  What you want  What would be nice

7 Five Steps in Negotiation 1.Know the other side 2.Share your objective 3.Express areas of disagreement 4.Adapt and reassess on an ongoing basis 5.Come to agreement

8 Negotiating Power  Ability to satisfy the other party  Ability to be obstructive  Ability to walk away  Your personal skill and knowledge  Ability to apologise  Your alternative strategy  Alliances

9 Influencing strategies  POSITION – using your position  PUSH – imposing or threatening  PULL – rewarding or making bargains  PERSUASION – using arguments to convince  PREPARATORY – looking ahead  PREVENTATIVE – holding back or suppressing issues

10 The Three Positions FIRST: Looking at things through your own eyes (self referencing). SECOND: Looking at things through the other person’s eyes (their point of view). THIRD: Standing back and being objective (dissociated).

11 PASSIVE – Assertive – AGGRESSIVE  PASSIVE – Like a quiet life  ASSERTIVE – feel confident with your behaviour  AGGRESSIVE – resort to bullying tactics

12 Controlling your behaviour The Situation Your Thinking Your Feelings Your Behaviour

13 How the message comes across 55% Body Language 38% Voice tone 7% Words

14 An Assertive person can:  Ask for what they want without offending  Say what they think without fear  Describe their feelings without embarrassment  Complain without putting people down  Say “NO” without causing offence  Accept criticism

15 Types of Assertiveness  Basic – an unambiguous statement  Empathetic – acknowledging a point of view  Responsive – Finding out more  Discrepancy – pointing out differences  Negative feelings – acknowledging your emotions  Consequence – informing of what might happen

16 Conflict Management Approaches Forcing Collaborating Compromising AvoidingAccommodating Assertive Unassertive UncooperativeCooperative COOPERATIVENESS ASSERTIVENESS