Winning support without rank
Tactical empathy, coalitions and managing up.
A half day on winning support without rank: tactical empathy, negotiating across culture and power, negotiation in practice, coalition building, personal effectiveness and managing up and sideways.
- Level
- Explore
- Learning time
- 4 hours 30 minutes
- Where
- Leading people
- Price
- £129
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
Officers, managers and partnership leads in public service who must influence people they cannot instruct
Overview
Much of public service gets done by people who are not in charge. The second half of the Immerse, No title required, begins with Chris Voss's tactical empathy: mirroring, labelling, calibrated questions and the accusation audit. It then crosses culture and power with Hofstede, Edward Hall and William Ury's third side, using the Black Sea Grain Initiative. Negotiation in practice follows, from pay and procurement to the 2023 Hollywood writers' strike, then coalition building with Muhammad Yunus and the Grameen Bank. The final part turns to Drucker's The Effective Executive and Gabarro and Kotter's Managing Your Boss, so that influence rests on personal effectiveness and honest working relationships.
Aims
The intention is to develop people who can lower the temperature in a hard negotiation, build support long before they need it and manage up and across with integrity, so that partnership and peer work move forward on trust and preparation rather than on position or title.
In summary, you will be able to:
- Use mirroring, labelling and calibrated questions to lower the temperature and help the other side feel heard in a hard negotiation.
- Plan a coalition for a change you care about before you need it, drawing on the Grameen Bank case.
- Apply Gabarro and Kotter's approach to managing your boss and Drucker's practices to keep your manager and peers with you.
What you'll develop
Across this Explore, you will develop the ability to:
- Use mirroring, labelling, calibrated questions and the accusation audit in a difficult conversation.
- Use Hofstede's dimensions and high and low context communication as hypotheses to test, without stereotyping an individual counterpart.
- 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.
- Distinguish a counterfeit, confirmation and commitment yes, and recognise when 'that's right' signals genuine understanding.
- Compare negotiation, mediation, arbitration and litigation, and explain why an effective system moves disputes from interests to rights to power.
Built from 6 modules.
4 hours 30 minutes of learning.
- 01Tactical Empathy: The Voss Method for High-Stakes NegotiationInfluence, Persuasion and Negotiation45 min
- 02Negotiating Across Difference: Culture, Power and Global ContextsInfluence, Persuasion and Negotiation45 min
- 03Negotiating in Practice: Business, Labour and High-Value DealsInfluence, Persuasion and Negotiation47 min
- 04Everyday Influence: Coalition Building and Office PoliticsInfluence, Persuasion and Negotiation45 min
- 05The Effective Executive: Personal Effectiveness at ScaleHigh Performing Managers38 min
- 06Managing Upward, Sideways and the Political TerrainHigh Performing Managers37 min