Relating, Influencing & Negotiating is a facilitated learning package which can be tailored to client needs.
The core of the package includes:
- Two days of face-to-face interactive delivery (which can be split into two one-day sessions for in-house delivery).
- Pre-consultation for in-house sessions to enhance tailoring of content and resources to participants' needs.
- A comprehensive resource pack.
- Post-session coaching and mentoring to enhance application of learning.
Potential expansions include:
- Pre-session engagement and preparation (face-to-face or distance) through which participants develop case study material to support learning during the session.
- An additional day focused on grounding learning through case study analysis, scenarios and role plays.
- An additional day focused on cross-cultural communication and application e.g. Australian Indigenous or Maori culture.
- A follow-up advanced session of one to two days after 3 to 6 months for deepening learning and reinforcing application.
Interactive delivery is by facilitators who have demonstrated skills in training and learning support, and sound experience in the practices of influencing and negotiating.
Learning Outcomes
As a result of the Program, each participant will have developed:
New capacities
- New insights and perspectives on human differences and underlying dynamics of human processes.
- New understandings about how these result in difference, disagreement and conflict.
- New skills and tools to bridge differences, build cooperative relationships, and develop agreement and commitment.
Practical application
- The ability to apply new learning, as a leader/ facilitator of process, or as a participant in process,
from one-to-one interactions to larger groups. - Enhanced confidence to engage with diverse parties and situations to manage disagreement and conflict towards creative and constructive outcomes.
Strengthened engagement & relationships
- Strengthened relationships with peers, colleagues and others through sharing of practical experience and engagement in exercises which assist participants to become a resource to each other.

Learning Experience
The learning experience includes:
- Demonstration and unpacking of skills and techniques
- Individual and team/group practice and reflection
- Giving and receiving feedback
- Working to an individual learning contract
- Coaching and mentoring of individual facilitation in practice (action learning)
Experiential and adult learning principles support the learning and application of tools and techniques by grounding these in actual work projects of participants. This format builds competence and confidence in the continued use of facilitation methods and deepens understanding of the profound role of facilitation in leading change.
At the end of the training each participant will have a statement of attendance, a comprehensive set of course notes, worked examples, and proposals for application and practice of their learnings in real-life situations.
They will also have access to mentoring from highly experienced facilitators.
What It Covers
Understanding Self Among Others:
The Nature of Difference
☀ An ecology of difference
☀ Making up our minds
☀ Human process and change
❐ Tuning in for understanding
❐ Deep listening
❖ Testing for clarity
Making Connections With Others:
Influencing with Integrity
☀ Effective and constructive communication
☀ Authenticity, acceptance and empathy
❐ Being open to influence
❐ Influencing others
❖ Creating and strengthening connection
❖ Building mutual understanding
❖ Rapport, empathy, perceptual positioning
Expanding Possibilities:
Negotiating for Mutual Benefit
☀ Addressing human needs
❐ Principled negotiation
❐ Relationships, Interests and Needs
❐ Expanding possibilities
❖ Dealing with the difficult and with conflict
❖ Leadership under fire
Gaining Commitment:
Building Partnership
☀ Making agreement easy
☀ Reframe, dovetail interests, bridge gaps
❐ Alternative agreements
❖ Ingredients of final agreements
❖ Closing with commitment
❖ Authentic partnership
‡ "RIN triangles" are the property of David Jago
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