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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.

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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


Influence and negotiation

“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? managers have 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 managers have influence.”

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 managers have influence.”

  • 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? managers have influence.”

  • 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


Influence and negotiation

Substance managers have influence.”

Negotiation

Relationships

Process

Center for Workplace Development


Outcomes of negotiation
Outcomes of Negotiation managers have influence.”

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) managers have influence.”

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 managers have influence.”

Relationship

Interests

Options

Legitimacy

BATNA

Commitment

Interest-Based Negotiation

Center for Workplace Development

Harvard University, Project on Negotiation


Influence and negotiation

Communication managers have influence.”

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 managers have influence.”

Center for Workplace Development

Source, Getting to Yes, Roger Fisher and William Ury


7 elements of a negotiation1
7 Elements of a Negotiation managers have influence.”

Center for Workplace Development

Source, Getting to Yes, Roger Fisher and William Ury


Case study
Case Study managers have influence.”

  • Introduction and Instructions (5 mins)

  • Preparation (10 mins)

  • Negotiation (15 mins)

  • Debrief

Center for Workplace Development


Resources
Resources managers have influence.”

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