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.

RIN triangles graphic

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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