influence and negotiation
Download
Skip this Video
Download Presentation
Influence and Negotiation

Loading in 2 Seconds...

play fullscreen
1 / 16

Influence and Negotiation - PowerPoint PPT Presentation


  • 169 Views
  • Uploaded on

Influence and Negotiation. MGMT 4000 March 23, 2010 Christina Finegold and Linda Miklas. Influence. Concern. Circle of Influence. Influence. From Stephen Covey’s, The Seven Habits of Highly Effective People.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about ' Influence and Negotiation' - jessamine-hobbs


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
influence and negotiation

Influence and Negotiation

MGMT 4000

March 23, 2010

Christina Finegold and Linda Miklas

Center for Workplace Development

influence
Influence

Concern

Circle of Influence

Influence

From Stephen Covey’s, The Seven Habits of Highly Effective People

Center for Workplace Development

slide3
“All influential managers have power, but not all powerful managers have influence.”

Linda Hill, “Exercising Influence”

Center for Workplace Development

what is influence
What Is Influence?

“Reciprocity (give and take) between you and another person(s) that enables you to change or reinforce others\' attitudes, opinions, or behaviors.”

(Influence Without Authority, 2nd Edition, by Allan R. Cohen and David L. Bradford, 2005)

Center for Workplace Development

types of currencies
Types of Currencies

INSPIRATION: vision, excellence, morality/ethics

TASK: resources, information, assistance, support

POSITION: advancement, recognition, visibility, reputation, networks/contacts, importance/insiderness

RELATIONSHIP: acceptance, personal support, understanding, inclusion

PERSONAL: self concept, challenging, ownership, gratitude, involvement

Cohen-Bradford Model

Center for Workplace Development

the influencing mindset
The Influencing Mindset
  • Assume all parties are potential allies
  • Seed to exchange something the other person values for what you want
  • Demonstrate confidence and competence
  • Influence for the ultimate good of the organization
  • Recognize that the difficulty with influence is often YOU
  • Accept everyone is potentially more influential than they think they are
  • Influencing uses logical argument to appeal to human emotion
  • Blend art and science
  • Meet once or over time through a series of discussions

(Adapted from Influence Without Authority, 2nd Edition, by Allan R. Cohen and David L. Bradford, 2005)

Center for Workplace Development

what is negotiation
What is Negotiation?
  • Meets our Interests well, theirs acceptably, and others tolerably enough to be durable.
  • Is the best of many Options.
  • Is better than our BATNA.
  • Is Legitimate, supported by objective criteria.
  • Improves, or at least does not damage the Relationship.
  • Is based on clear Communication.
  • Identifies Commitments that are specific, firm, & implementable.

Source, Getting to Yes, Roger Fisher and William Ury

Center for Workplace Development

slide8

Substance

Negotiation

Relationships

Process

Center for Workplace Development

outcomes of negotiation
Outcomes of Negotiation

Win-Win or No Deal

Win-Win

Win

Win-Lose

Lose-Win

Lose-Lose

Source, The Seven Habits of Highly Effective People by Stephen R. Covey

Center for Workplace Development

traditional negotiation

Commitment (extreme position)

Final offer

Last Offer

Final last offer

Commitment (extreme position)

Final offer

Last offer

Final last offer

Traditional Negotiation

Threat to walk

Threat to walk

Center for Workplace Development

Harvard University, Project on Negotiation

interest based negotiation

Communication

Relationship

Interests

Options

Legitimacy

BATNA

Commitment

Interest-Based Negotiation

Center for Workplace Development

Harvard University, Project on Negotiation

slide12

Communication

Relationship

Interests

Options

Commitment

BANA

Legitimacy

If “Yes”

If “No”

  • Assumptions
  • Pie can be expanded
  • Negotiators should look to create value before dividing it up
  • Assumptions
  • Pie is fixed
  • Only job of negotiator is to claim value
7 elements of a negotiation
7 Elements of a Negotiation

Center for Workplace Development

Source, Getting to Yes, Roger Fisher and William Ury

7 elements of a negotiation1
7 Elements of a Negotiation

Center for Workplace Development

Source, Getting to Yes, Roger Fisher and William Ury

case study
Case Study
  • Introduction and Instructions (5 mins)
  • Preparation (10 mins)
  • Negotiation (15 mins)
  • Debrief

Center for Workplace Development

resources
Resources

Fisher, Roger and Ury, William, Getting to Yes: Negotiating Agreement Without Giving In (Second Edition), Penguin Books, 1991.

Covey, Stephen R., The Seven Habits of Highly Effective People, 1989 and 2004.

Cohen, Allan R. and Bradford, David L., Influence Without Authority, 2nd Edition, 2005.

Center for Workplace Development

ad