SES Boot Camp, Session 3: Building Coalitions

REGISTRATION FOR THE SES BOOT CAMP IS CLOSED

Fundamental Competencies – Partnering, Political Savvy, Influencing/Negotiating

Influencing and Negotiating

We all use what we consider influencing skills every day to try and get what we want. However, although we might think we are influencing, it could be that the methods we are using are quite different to what can be considered ‘influencing skills’.

Typically, the methods we end up using to get people to do things fall into the following areas:

• Manipulation
• Coercion
• Threats
• Authority
• Persuasion
• Deals

These approaches usually only give us short term wins and, more often than not, people become resistant to the methods and become less likely to respond to them. The reason for this is that they are more about helping you out than demonstrating that there are benefits for both parties. Once we have experienced these behaviors from one person, we are less open to them in future.

What this means is that in order for anyone in the workplace to consistently gain the cooperation of others they must learn effective influencing and negotiation skills.

Participants will learn:

Listening, questioning, understanding, empathy, honesty, challenge, support, exposing concerns, fears, blockers, positive attitude, positive body language, rapport building, seeks first to understand before being understood, trying to appeal to a value that is important to the other person.

Political Savvy and Partnering

Organizational politics can be difficult to navigate as a leader. However, it is necessary to understand how to best ensure that the organization runs smoothly by developing a set of leadership skills such as being able to analyze a conflict and building partnerships.

The ability to exhibit confidence and professional diplomacy, while effectively relating to people at all levels internally and externally is crucial. We will learn to demonstrate an understanding of the interrelationships, roles and responsibilities of your organization in order to develop and maintain long-term, strategic professional relationships.

• Analyze the situation or context
• Learn to build partnerships and alliances
• Keep conflict to a minimum
• Build a strong reputation