What is influencing? The MIGHT IS RIGHT style of influencing always fails. People can appear to agree but over time they may show their disagreement by leaving the workplace. A boss who forces his influence onto his work-team may only see short term gains. The relationship of trust may be destroyed and will be hard to rebuild. When it fails Negotiating Skills

Recognising Assertiveness Effective body language – how would you describe this? Use assertive language – what is considered assertive language? Never become emotional Angry Resentful Frustrated “ Behaviour breeds behaviour” Keep the temperature low Stay detached Show respect Responding Not Reacting Negotiating Skills

Failing Negotiation Initial commitment may be based on incomplete information Negotiation may be based on false assumption People communicate using their mind & body through the use of emotion. Misunderstandings can arise because of stereotyping. Tension is caused by emotions which can then lead to stress & anxiety. Listen actively with empathy to reduce the perceived threat and try to show acceptance and understanding. If everyone ignores the pinch then a crunch can be just around the corner. The relationship may suffer as a consequence. The secret of success is to look for the pinch before it becomes a crunch. Negotiating Skills

Approaches to Resolve Conflict Skilful listening to improve understanding Assertion skills Influence by using interpersonal skills Emphasise issues, break up large issues Make careful note of actions decided Facilitation – Helping people communicate with one another. Conciliation or mediation – Working towards resolving an issue whilst remaining independent. Advocacy – negotiating on behalf of one party. Negotiating Skills

Outcomes From Negotiation In a win/lose situation one party may feel threatened by the other and react in a defensive or aggressive way to ensure they don’t get beaten into submission. In a lose /lose situation, both parties have lost and no-one gets what they really want. In a win/win situation, this provides the basis for a long lasting partnership that can be mutually rewarding. Negotiating Skills