Alliances and corridors
Coalition building and office politics.
- Level
- Bitesize
- Learning time
- 1 hour 30 minutes
- Where
- Influence, Persuasion and Negotiation
- Price
- £39
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
Overview and Outcomes.
Overview
This module takes negotiation into pay, contracts, supplier terms and collective agreements, where deadlines and consequences are real. It covers distributive and integrative negotiation, value creation through trades, Rollin and Christine Glaser's strategy matrix, salary negotiation, ethical and legal limits, multi-party talks, public procurement, contract structures, trade unions, advisers, renegotiation and mergers. The 2023 Hollywood writers' strike shows a strengthened BATNA and a genuinely new issue at the table. Influence in organisations is mostly built before it is needed, in conversations nobody minutes. This module covers stakeholder mapping by power and interest, building a personal board of sponsor, mentor and peers, the pre-meeting, managing up ethically, timing, alliances across silos and the reciprocity ledger. The Grameen Bank case shows Muhammad Yunus building a national institution through expert and referent power, and the disclosure test separates coalition building from toxic politics.
What you'll develop
In this Bitesize, you will develop the ability to:
- Distinguish the distributive and integrative elements of a deal, and create value by trading issues that each side values differently.
- Explain how a BATNA strengthened in advance shapes high stakes outcomes, using the 2023 writers' strike as an example.
- Identify the legal, ethical and procurement limits on public sector negotiation, and allocate risk through contract structure, indexation, warranties and indemnities.
- Map stakeholders on a power and interest grid and plan how to engage each quadrant.
- Plan pre-meetings, specific asks and cross silo alliances that build a coalition before a decision is formally made.
The Modules.
1 hour 30 minutes of learning.
- 10Negotiating in Practice: Business, Labour and High-Value DealsThis module takes negotiation into pay, contracts, supplier terms and collective agreements, where deadlines and consequences are real. It covers distributive and integrative negotiation, value creation through trades, Rollin and Christine Glaser's strategy matrix, salary negotiation, ethical and legal limits, multi-party talks, public procurement, contract structures, trade unions, advisers, renegotiation and mergers. The 2023 Hollywood writers' strike shows a strengthened BATNA and a genuinely new issue at the table.47 min
- 11Everyday Influence: Coalition Building and Office PoliticsInfluence in organisations is mostly built before it is needed, in conversations nobody minutes. This module covers stakeholder mapping by power and interest, building a personal board of sponsor, mentor and peers, the pre-meeting, managing up ethically, timing, alliances across silos and the reciprocity ledger. The Grameen Bank case shows Muhammad Yunus building a national institution through expert and referent power, and the disclosure test separates coalition building from toxic politics.45 min
Keep going.
Part of the Influence, Persuasion and Negotiation topic, also sold whole as Getting to yes, well.
Go deeper, and pay only the difference
- You are hereBitesize, 1 hour 30 minutes, £39
- Next stepFocus, Everyday influence, 2 hours 30 minutes, £69. Already own the Bitesize? You pay £30.
- Explore, At the table, 5 hours 30 minutes, £129. Already own the Bitesize? You pay £90.
- The whole topicImmerse, Getting to yes, well, 9 hours 30 minutes, £249. Already own the Bitesize? You pay £210.
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. Prices per person. Read the full terms
Also part of: Setting the course, Taking the director’s chair, No title required
Other Bitesize in the Influence, Persuasion and Negotiation topic
- Where influence really comes fromPower, authority and influence at work1 hour£39
- The art of the persuasive caseCialdini's principles of persuasion and rhetoric1 hour 30 minutes£39
- Reading the roomNegotiation skills: the foundations1 hour 30 minutes£39
- Before you sit downNegotiation preparation and tactics1 hour 30 minutes£39
- Listening your way to yesTactical empathy, Chris Voss and negotiation1 hour 30 minutes£39
- Persuasion at work, case by caseInfluence and negotiation case studies45 minutes£39
Also Inside
Strategy and the futureSetting the courseFlagship19 hours 30 minutes£499
Strategy and the futureTaking the director’s chairFlagship15 hours£459
Leading peopleNo title requiredImmerse8 hours 30 minutes£249
Serving the publicWorking with politiciansImmerse8 hours£249
Communities and systemsStronger togetherImmerse9 hours£249
Leading peoplePlaces people want to workSignatureLive with Jon and AmandaBespokeTalk to us about Places people want to work →
Serving the publicLeading as a politicianSignatureLive with Jon and AmandaBespokeTalk to us about Leading as a politician →
Serving the publicLeading from the front benchImmerse10 hours£249