Half day open training event held in Toronto, Ontario.

1. Negotiation and influencing skills
by Toronto Training and HR
November 2013

2. CONTENTS
5-6
7-8
9-12
13-14
15-16
17-18
19-20
21-23
24-26
27-28
29-30
31-32
33-34
35-36
37-46
47-48
49-50
Definitions
Influencing elements
Styles of influencing
Influencing models
Sources of leadership influence
Traits shared by influential people
Preparing to negotiate
A negotiation campaign
Personalities in negotiation
Negotiating wisdom
Signals
Push or pull
Difficult people
Working towards an agreement
Third party intervention
Drill
Conclusion and questions
Page 2

3. Introduction
Page 3

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 plus improving
employee engagement and morale
Services for job seekers
Page 4

5. Definitions
Page 5

6. Definitions
• Negotiation
• Influencing
• Manipulation
Page 6

7. Influencing elements
Page 7

8. Influencing elements
• Clarity
• Competence
• Relationships
Page 8

9. Styles of influencing
Page 9

10. Styles of influencing 1 of 3
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•
Page 10
Involving
Inquiring
Leading
Proposing

11. Styles of influencing 2 of 3
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•
Page 11
Rationalizing
Asserting
Negotiating
Inspiring
Bridging

12. Styles of influencing 3 of 3
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Page 12
Tell
Sell
Negotiate
Problem solve
Coach/facilitate

13. Influencing models
Page 13

14. Influencing models
• Tough battler
• Friendly helper
• Logical thinker
Page 14

15. Sources of leadership
influence
Page 15

16. Sources of leadership influence
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Personal motivation
Personal ability
Social motivation
Social ability
Structural motivation
Structural ability
Page 16

17. Traits shared by influential
people
Page 17

18. Traits shared by influential people
• Knowing what you want and
believing you can get it
• Credibility
• Trustworthiness
• Empathy
• Inspirational
• Open-mindedness
• Communication capability
Page 18

19. Preparing to negotiate
Page 19

20. Preparing to negotiate
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Define outcome
Background
Specify objectives
Assess the power
Decide strategy
Plan arguments
Page 20

21. A negotiation campaign
Page 21

22. A negotiation campaign 1 of 2
• Choose the right parties
and group them into fronts
• Assess interdependencies
among fronts
• Determine whether and
when to combine fronts
• Sequence your campaign
• Identify how much
information to share and
when
• Learn and adapt
Page 22

23. A negotiation campaign 2 of 2
EXAMPLES
• Negotiating an industry
technology standard
• Negotiating strategic change
• Negotiating country acceptance
of a new drug
Page 23

24. Personalities in
negotiation
Page 24

25. Personalities in negotiation 1 of 2
Analytical
Driver
Amiable
Expressive
Page 25

26. Personalities in negotiation 2 of 2
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•
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Characteristics
We can be seen as…
Dress code
The environment we create
Dealing with the different
personalities
Page 26

27. Negotiating wisdom
Page 27

28. Negotiating wisdom
• Be aware of the difference
between positions and
interests
• Be creative
• Be fair
• Be prepared to commit
• Be an active listener
• Be conscious of the importance
of the relationship
• Be prepared
Page 28

29. Signals
Page 29

30. Signals
• Definition
• The hidden language of signals
• Sample signals
Page 30

31. Push or pull
Page 31

32. Push or pull
• Kung Fu
• Ju-Jitsu
Page 32

33. Difficult people
Page 33

34. Difficult people
• Go quiet on you
• Make demands
• Are over-friendly and
complimentary
• Unpredictable, changing the
subject or mood
• Impatient and want a quick
decision
Page 34

35. Working towards an
agreement
Page 35

36. Working towards an agreement
Their levers
Difficult issues
Lubricators
Our levers
Page 36

37. Third party intervention
Page 37

38. Third party intervention 1 of 9
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Advantages
Disadvantages
Conditions where it may help
When is it appropriate?
Types of third party
intervention
Page 38

39. Third party intervention 2 of 9
Page 39

40. Third party intervention 3 of 9
FORMAL INTERVENTIONS
• Arbitration
• Mediation
• Process consultation
Page 40

41. Third party intervention 4 of 9
INFORMAL INTERVENTIONS
• Inquisitorial intervention
• Adversarial intervention
• Providing impetus
Page 41

42. Third party intervention 5 of 9
Page 42

43. Third party intervention 6 of 9
DIMENSIONS THAT ACCOUNT FOR THE
FORM OF INTERVENTION
• Amount of attention manager gives to
the issue statements rather than
underlying problems
• Degree of voluntary acceptance of
solutions
• Third party versus disputant control
over outcomes
• The third party’s personal approach to
conflict
• Whether the dispute is handled
publicly or privately
Page 43

44. Third party intervention 7 of 9
TIMING OF THE INTERVENTION
• Prevention of conflict
• Resolving conflict
• Containing conflict
Page 44

45. Third party intervention 8 of 9
ALTERNATIVE DISPUTE RESOLUTION
SYSTEMS
• Preventative
• Negotiated
• Facilitated
• Fact-finding
• Advisory
• Imposed
Page 45

46. Third party intervention 9 of 9
Page 46

47. Drill
Page 47

48. Drill
Page 48

49. Conclusion and questions
Page 49

50. Conclusion and questions
Summary
Videos
Questions
Page 50