Everyday influence
Workplace influence, politics and negotiation.
Two and a half hours on negotiating real deals and building influence: salary, supplier and union negotiation, coalition building and managing up ethically.
- Level
- Focus
- Learning time
- 2 hours 30 minutes
- Where
- Influence, Persuasion and Negotiation
- 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
Leaders handling procurement, pay or union negotiations and organisational politics
Overview
Influence in organisations is mostly built before it is needed, and negotiation often happens where deadlines and consequences are real. Everyday influence brings both together. It covers distributive and integrative negotiation, the Glasers' strategy matrix, salary and supplier negotiation, public procurement and trade unions, with the 2023 Hollywood writers' strike as a case. It then turns to coalition building: stakeholder mapping, a personal board, the pre-meeting, managing up ethically and the reciprocity ledger, with Muhammad Yunus and the Grameen Bank. A capstone reads the Good Friday Agreement, the NHS resident doctors' dispute and other recent cases through interests, BATNA and the third side.
Aims
This programme aims to develop leaders who negotiate real deals with integrity and build influence across their organisations deliberately, creating value through trades, preparing the ground before meetings and using the disclosure test to keep coalition building distinct from toxic politics.
In summary, you will be able to:
- Distinguish distributive from integrative negotiation and apply value creating trades to pay, contract, supplier or collective agreement discussions.
- Build a stakeholder map and personal board of sponsor, mentor and peers to strengthen your influence before it is needed.
- Assess recent high profile negotiations through interests, BATNA and the third side, and plan three practical actions for your own work.
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.
- Explain how a BATNA strengthened in advance shapes high stakes outcomes, using the 2023 writers' strike as an example.
- 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.
- Identify several frameworks operating at once in a live case and assess which one did the real work.
- Explain how inventing new options, credible deadlines, issue separation and strengthened alternatives moved each capstone case forward.
Built from 2 parts.
2 hours 30 minutes of learning.
- 01Alliances and corridorsCoalition building and office politicsBitesize2 modules
- 02Persuasion at work, case by caseInfluence and negotiation case studiesBitesize1 module
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 hereFocus, 2 hours 30 minutes, £69
- Next stepExplore, At the table, 5 hours 30 minutes, £129. Already own the Focus? You pay £60.
- The whole topicImmerse, Getting to yes, well, 9 hours 30 minutes, £249. Already own the Focus? You pay £180.
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