Influence and Negotiation – CPHR 2018 Lane Sherman PeopleStuff.ca PeopleStuff – Your OD department Create Amazing You will be working in pairs during this session. Find a conversation partner now and avoid the rush later!! Influence and Negotiation: Getting Results Without Authority How to get people to do what I want Sherman 2018 Create Amazing Sherman 2018 Create Amazing How to get people to do what I want Influence and Negotiation: Getting Results Without Authority Session Focus ²Win/Win Negotiation – A.K.A. Collaboration ²Negotiation Power ²How To Become More Influential ²So What/Now What? Sherman 2018 Create Amazing What is Negotiation? Sherman 2018 You Other(s) The Process Create Amazing Session Focus Sherman 2018 Create Amazing You The Process
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Influence and Negotiation - CPHR BC · Why Is Negotiation Power Important? Sherman 2018 If you don’t know your negotiating power, you are probably giving it away Create Amazing
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Influence and Negotiation – CPHR 2018 Lane Sherman
PeopleStuff.ca
PeopleStuff – Your OD department
Create Amazing
You will be working in pairs during this session.
Find a conversation partner now and avoid the rush later!!
Influence and Negotiation: Getting Results Without Authority
How to get people to do what I want
Sherman 2018 Create Amazing
Sherman 2018 Create Amazing
How to get people to do what I want
Influence and Negotiation: Getting Results Without Authority Session Focus
² Win/Win Negotiation – A.K.A. Collaboration ² Negotiation Power ² How To Become More Influential ² So What/Now What?
Sherman 2018 Create Amazing
What is Negotiation?
Sherman 2018
You
Other(s)
The Process
Create Amazing
Session Focus
Sherman 2018 Create Amazing
You
The Process
Influence and Negotiation – CPHR 2018 Lane Sherman
PeopleStuff.ca
It Starts With You
Sherman 2018
You
What do you want/need?
Negotiation is about outcomes. If you are not working toward outcomes, you are just talking
Preparation
Find your “What” - What are you negotiating for?
² Buy In/Acceptance of an idea?
² Action/Commitment?
² Engagement/Input?
² Closure/Decision?
² Budget?
² ??
Sherman 2018 Create Amazing
Reframe Your Wants/Needs In 2 Steps 1) Shift from positions to interests
Your position = Your best solution to the problem as you see it - “I think we should…”, “We need to..”
If you are thinking about your situation and struggling to identify where you have negotiating power ask this question:
u What are THEY negotiating for? ² Your buy In/acceptance of an idea?
² They want you to do something?
² They need your approval?
² They want your ideas/Input?
Sherman 2018 Create Amazing
Influence and Negotiation – CPHR 2018 Lane Sherman
PeopleStuff.ca
Preparing Yourself
Sherman 2018
• Think about your interests
• Clean up your story
• Understand your negotiating power
• Develop an effective process (proposed)
If you don’t know where you are going, any road will get you there – Lewis Carol
A Win/Win Negotiation Process
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Process Intention
Preparing Getting ready
Initiating Building trust (process and relationship)
Focusing Identifying what needs to be negotiated
Exploring Seeking shared understanding
Problem Solving Seeking mutual gains
Validating Confirming agreement/commitment
Negotiation CPR
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Content – What we are negotiating
Process – How we are negotiating
Relationship – How this negotiation impacts
our relationships
Observations on Influence Everyone has agendas and everything that happens is filtered through those agendas
– People that are effective influencers know what they want and they ask for it
Subject Matter Expertise has limited range People that are effective influencers spend a lot of energy helping others get their needs met
Sherman 2018 Sherman 2018
One thing stands out - above all - as the single most important ingredient for
achieving influence
Situational Awareness
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Negotiation and Influence
Influence and Negotiation – CPHR 2018 Lane Sherman
PeopleStuff.ca
Situational Awareness Situational Awareness (SA) is your level of awareness about what
is happening in your environment and the impact of your contribution to the dynamic
Think EI for influence instead of emotions
² Two keys to SA are curiosity and clean filters ² Curiosity = Letting go of your desired outcome ² Clean filters = Dealing with your “stuff” **
** Stuff is usually related to our fears and/or feeling vulnerable
Sherman 2018
Situational Awareness
Level 1 Situation Awareness—Here/Now – Objective perception of the elements in the environment. Identification of key elements that are influential Level 2 Situation Awareness—Looking back - Understanding key historical events that contributed to the current situation. Awareness of your own actions and how they have contributed Level 3 Situation Awareness—Looking forward - Projection of future status. This is the projection of the current situation into the future in an attempt to predict the evolution of the situation and how your actions can influence that outcome
Sherman 2018
Situational Awareness And Groups
Politics
Politics determines who has power, not who has the truth
- Paul Krugman -
Create Amazing Sherman 2018
Politics
Sherman 2018
People
“People may hear your words, but they feel your attitude”
-John C. Maxwell-
Situational Awareness And Groups
Create Amazing
Situational Awareness And Groups
Politics
People
Process
“The unlike is joined together, and from differences results the most
beautiful harmony”-Heraclitus-
Create Amazing Sherman 2018
Situational Awareness And Groups
Politics
People
ProcessPurpose
”The secret of success is constancy to purpose”
-Benjamin Disraeli-
Create Amazing Sherman 2018
Influence and Negotiation – CPHR 2018 Lane Sherman
PeopleStuff.ca
Influence And The Political Domain
The only motive that can keep politics pure is the motive for doing good for one’s country
and it’s people- Henry Ford -
Sherman 2018
Influence And The People Domain The focus of influence here is on the people and your
ability to build empathy and trust
² Empathy will help you understand each other’s motivation and intention
² Trust is related to perceived task/process competence and the ability to engage authentically
² Trust and empathy will allow you to engage more effectively in conflict
Create Amazing Sherman 2018
Influence In The Process Domain The focus of influence in the process domain is
on the “how” not the “what” ² The power of good facilitation
– Let go of control if you don’t have the role (and they are BLOWING it!)
² The influence of a good question – Find your inner Columbo
² Paraphrasing, Summarizing, and the Trial Close
Sherman 2018 Create Amazing
Influence And The Purpose Domain
Create Amazing
The focus of influence in the purpose domain is the extent to which you can connect your (and other’s) contribution to the purpose of the group
Subject matter expertise (SME) is a source of influence in the purpose domain
Sherman 2018
- Find your negotiating strength
- Know what you are negotiating for
- Helping others get what they need helps them help you get what you need
-Cultivate Situational Awareness
Sherman 2018
Influence and Negotiation: Getting Results Without Authority