Overview

Achieving buy in from people is essential for business professionals who seek to achieve improved results and also further their careers.
This interactive workshop will enable you to manage the tension between the desire to get along with people and the business imperatives to meet plans and implement strategies. You will learn essential techniques to persuade people and how to recognise the “walk away” point. Perhaps, more importantly, where you can safely compromise in a negotiation and still meet the objective.
The best negotiators are subtle, fair and know what to give away, when to make demands and how to compensate when there are difficulties. They achieve lasting results and gain real commitment from people.

This is a highly practical and interactive workshop, led by an expert in communication. The group size is a maximum of 8 so that you have the opportunity to debate and explore how techniques you will learn can be used in real life, and also derive the maximum personal feedback to fuel your development.

Benefits

Attending this course will enable you to:

  • Learn the communication tools of persuasion
  • Explore the techniques of negotiation and how to plan your approach
  • Use the power of questioning and listening to find ways forward
  • Uncover and “sell” the benefits of your viewpoint
  • Gain genuine agreement rather than a superficial – yes
  • Understand how to recognise different styles of communication – and how to adapt your own style.
  • Have better relationships with business areas
  • Achieve improved outcomes for customers and the business

    • Detailed agenda

    Session​​ 

    Learning Outcomes

    Details

    Why persuasion and negotiation matter in Financial Services

    • To identify situations where lack of effective communication has hindered performance

    • History of enforcement actions where better communication could have avoided the failure​​ 

    • Case studies – organisational & systemic issues

    Negotiating with Colleagues

    • To describe the skills required for compliance negotiation outcomes

     

    • To demonstrate approaches to negotiation

    • How do we view negotiation?

    • How other business leaders view negotiation?

    • Negotiation exercise – in pairs

    Your preferred communication style

    • To identify your own communication style, and how it interacts with those around you

     

    • To determine how to adapt your style to the needs of others, and prevent communication breakdown

    • Ways we communicate

    • Your own preferred/natural style

    • Identifying styles around you

    • Analysing why you may meet resistance​​ 

    • The Social Styles Model

    • How to more effectively communicate with other styles

    Managing meetings

    • To demonstrate how to manage discussion and control outcomes in meetings

    • The 5 Cs of meeting management

    • Questions to provoke discussion and control meetings

    • Exercise – Agree/Disagree

    Influencing the board

    • To demonstrate how to put your case at board level

    • Presenting to the board

    • Consider ways of delivering hard messages

    • Effective presentation methods

    • Practical exercise: “We have a problem”

    Gaining agreement and prompting action

    • To understand how to use communications skills to achieve the right results

    • Presenting the facts both passionately and dispassionately

    • Leading the discussion to conclusions Gaining agreement on actions to be taken

    • Agreeing timescales and responsibilities