Advanced Influence and Negotiation

Day 1

The Use of Power and Influence

• How Power and Leadership can Create Excellence

• The Necessity of Power

• Sources of Power

• Project Leadership and Powerful vs. Powerless Talk

• Building a Sense of Personal Project Leadership Power

• Empowerment Models and Practices

• Influence Tactics for Project Leaders

• Key to Successful Influence in Project Leadership

• Attitudes and Behaviors of Project Stakeholders

• Developing Dimensions of Credibility in Projects

• Project Leadership Trust-Building

• Why The Communication / Trust /Agreement Relationship is Necessary for Project Leadership

• Project Leaders in Action

Day 2

Communicating and Presenting Effectively

• Learn how to organize your presentation.

• How to prepare and present a computer / PowerPoint presentation etc.

• What to do prior to a presentation.

• Understand the impact of Visual communication.

• Understand the psychology of the Smile in communication.

• How to present to a cross-cultural audience.

• Observe what features attract an audience.

• Learn how to analyze your audience.

• Using positive visual imaging.

• How to use the telephone effectively and professionally.

Day 3

Strategy in negotiation skills

• Steps in win/win negotiation

• The keys to collaborative bargaining in partnering

• Leverage: What it is and how to use it

• Negotiation tactics and ploys

• Dealing with difficult negotiators and barriers

• Ethics in negotiation

Day 5

Higher-level negotiation skills for challenging situations

• Listening and responding to signals and informal information

• Recovering from reversals, errors and challenges

• Developing a climate of trust

• Higher-level conversation techniques

• Concentrating action on the needs of alliance partners