Corridors and coalitions
Coalition building, office politics and managing up.
Three hours on corridors and coalitions: negotiation in practice, stakeholder mapping and everyday influence, personal effectiveness, and managing your boss and peers.
- Level
- Focus
- Learning time
- 3 hours
- Where
- Leading people
- Price
- £69
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Read the full terms
Certificate of Completion, or Certificate of Completion and Assessment with a short assessment
Overview and Outcomes.
Who It's For
Managers and officers working in councils, health, housing or voluntary organisations who lead through influence
Overview
Influence is mostly built before it is needed, in conversations nobody minutes. Built from the Immerse No title required, this Focus starts with negotiation in practice: distributive and integrative bargaining, Rollin and Christine Glaser's strategy matrix, public procurement and trade unions, with the Hollywood writers' strike as the case. It then turns to everyday influence through stakeholder mapping, a personal board of sponsor, mentor and peers, the pre-meeting and the reciprocity ledger, with Muhammad Yunus and the Grameen Bank. It ends with Peter Drucker's five practices, Bossidy and Charan on execution, and Gabarro and Kotter's four-step model for managing your boss.
Aims
It is designed to help leaders treat influence as preparation rather than performance: knowing who matters, preparing the ground before the formal meeting, keeping a fair account of give and take, and staying aligned with their manager and peers so decisions go well when they arrive.
In summary, you will be able to:
- Compare distributive and integrative bargaining and choose a negotiation strategy using the Glasers' strategy matrix.
- Use stakeholder mapping, a personal board and the pre-meeting to build support before a decision is taken.
- Apply Gabarro and Kotter's four-step model and Drucker's five practices to manage your boss and stay effective at scale.
What you'll develop
Through this Focus course, you will build the ability to:
- Distinguish the distributive and integrative elements of a deal, and create value by trading issues that each side values differently.
- Map stakeholders on a power and interest grid and plan how to engage each quadrant.
- Distinguish efficiency from effectiveness and apply Drucker's five practices of effectiveness to your own working week.
- Apply Gabarro and Kotter's four steps to understand your manager's world and build an upward relationship based on mutual dependence.
- Explain how a BATNA strengthened in advance shapes high stakes outcomes, using the 2023 writers' strike as an example.
- Plan pre-meetings, specific asks and cross silo alliances that build a coalition before a decision is formally made.
- Use Drucker's three step time discipline of recording, managing and consolidating to protect time for the work only you can do.
- Plan a proactive flow of information upward so that your manager is never forced to ask what is happening.
Built from 2 parts.
3 hours of learning.
- 01Alliances and corridorsCoalition building and office politicsBitesize · Influence, Persuasion and Negotiation2 modules
- 02Effective at every levelDrucker's effective executive and managing upBitesize · High Performing Managers2 modules