Negotiating and Influencing. An MBA Fast Track Management Guide Š MBA2007
Mark Butcher
An MBA Fast Track Management Guide
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Negotiating and Influencing. An MBA Fast Track Management Guide © MBA2007
Contents Introduction
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Part 1: The Key Principles of Influencing Others
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Part 2: Creating Rapport, Building Relationships and Getting Results
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Part 3: Language and Influence
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Part 4: Body Language and Influence
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Part 5: Principled Negotiation
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Part 6: “So you want to play it rough?” Applying and countering negotiation tactics
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Further reading on Negotiating and Influencing Skills
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About the author
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Negotiating and Influencing. An MBA Fast Track Management Guide © MBA2007
Introduction About MBA MBA, based in Newcastle upon Tyne, is one of the U.K.'s leading providers of training, consultancy and information to voluntary, community and statutory sector organisations. In the past 18 years we have worked with hundreds of organisations across Europe, Africa and the U.S.A. including the National Trust in London, the European Cultural Foundation in Amsterdam and the Carmichael Centre in Dublin. Our mission is to enable not-for-profit organisations and the individuals within them to exceed expectations and operate at a higher level.
About MBA Fast Track Management Guides
Each Fast Track Guide is designed to give you a quick overview of a specific management issue, covering all of the points and issues.
Other titles in the series include:
21 Ways to Manage Your Time
The 10 Golden Rules of Not-for-Profit Marketing
Peak Performance
The Magic Circle – Strategic Planning for Nonprofits
Project Management Skills
High Impact Presentation Skills
Leading Your Team
Fundraising
Did you know? By joining MBA’s online Gold Membership Scheme you would receive four Fast Track Management Guides for free, hundreds of other Knowledge Bank management resources and our bi-monthly fundraising bulletin. Visit our web-site for more information (www.mba-consulting.co.uk),.
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Negotiating and Influencing. An MBA Fast Track Management Guide Š MBA2007
About this Management Guide
There are two ways to benefit from this publication. You can read it from cover to cover (we have kept it nice and short to help you). This will give you access to all of the key ideas, themes and issues related to the subject.
If you have more time though, you can work through the exercises, apply the learning to your own organisation and share your thinking with colleagues. Although this will demand more time, we strongly believe it will give you better results and real solutions to your specific challenges.
Taking your learning further
You can find full details of the publications, training, consultancy services and information resources available from MBA Consulting at www.mba-consulting.co.uk .
ŠMBA 2007. All rights reserved. No part of this document may be reproduced in any form whatsoever without permission. The contents must not be lent, re-sold, hired out or otherwise circulated in any form, by way of trade or otherwise. Please feel free however to print hard copies for internal use within your organisation or team. www.mba-consulting.co.uk. Tel: 0191 226 7304/6
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Negotiating and Influencing. An MBA Fast Track Management Guide © MBA2007
Part 1: The key principles of influencing others
Influencing skills
We achieve very little in life without influence. And that’s because we achieve very little on our own, but need the support and participation of others in almost everything we do. The successful sportsman is part of a team (even individual stars, such as Lewis Hamilton or Roger Federer, rely on extensive back up teams). The successful business person relies on good relationships with
Influence is like electricity.
customers, staff and suppliers. Have you ever tried to organise a family event when
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You can turn it on and off
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Although it is invisible, its results
the family was reluctant to take part?
Put simply, life is all about relationships –
can be clearly seen
and if you can influence the people with whom you have relationships positively,
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It will give you power
you stand a far greater chance of gaining their commitment, support,
This section looks at some key principles
encouragement and resources. Together
of influence. Use these and you will
with your own focus, energy, talents and
improve your influencing ability!
purpose, these elements will deliver success.
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