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The Influencing Skills Workshop gives participants the interpersonal skills and communication techniques to effectively influence other people in the workplace.

Whether colleagues, employees, managers, clients or suppliers, the participants learn how to influence others to accept their requests, support their projects and adopt their recommendations.

The Influencing and Negotiation Skills Workshop addresses the following challenges: gaining internal buy-in for projects and ideas, obtaining external support for business initiatives, and convincing management to take action.

Session Outline

By completing this workshop, participants will:

  • Communicate more effectively
  • Use new strategies to build successful business relationships
  • Plan for influencing and negotiations, increasing their chances of achieving a favourable outcome

Agenda

8:45 AM - 9:00 AM
Registration
9:00 AM - 9:30 AM
Opening
• Welcome
• Workshop Objectives
• Today’s Agenda
• Housekeeping
• Introductions / Icebreaker
9:30 AM - 9:50 AM
Understanding Influencing and Negotiating
• How do you define influencing and negotiating? What are the similarities and differences?• Defining Success and Pre-Conditions for Success• Qualities to Succeed: Awareness, Articulation, ...
• How do you define influencing and negotiating? What are the similarities and differences?
• Defining Success and Pre-Conditions for Success
• Qualities to Succeed: Awareness, Articulation, Action
• Building Your Case Study: Who do you need to negotiate with, what are your objectives, what are your challenges?
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9:50 AM - 10:30 AM
Role-Play (table)
• 10 min to prepare• 5 - 8 min role-play• Review and feedbackNote: It is recommended that the participants are divided into 4 groups. For this role-play, Group A & B will conduct their rol...
• 10 min to prepare
• 5 - 8 min role-play
• Review and feedback

Note: It is recommended that the participants are divided into 4 groups. For this role-play, Group A & B will conduct their role-plays simultaneously. Group C & D will observe. After a review and debrief the groups will switch roles, so Group C & D are conducting the role-plays, and A & B are observing.
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10:30 AM - 10:45 AM
Coffee Break
10:45 AM - 11:15 AM
Understanding the Individual
• The Iceberg Principle
• Rational and Emotional Needs and Drivers
• Case Study Discussion
11:15 AM - 12:00 PM
Presenting Your Message
• Exercise: 3 Rules of Influencing
• Persuasive Message (Statement, Value, Relevance)
• Creating the ‘Real’ value
12:00 PM - 1:00 PM
Lunch
1:00 PM - 1:30 PM
Experiential Learning Activity: Black & White Game
• Set-up
• Activity
• Debrief
1:30 PM - 3:00 PM
Planning for Success
• Step 1: Defining My Objectives
• Step 2: Identifying My BATNA
• Step 3: Understanding My Issues and Positions
• Case Study Discussion
• (HO) Mini Role-Play: The Watch Maker
3:00 PM - 3:15 PM
Coffee Break
3:15 PM - 3:45 PM
Planning for Success (continued)
• Step 4: Planning My Tactics: Cooperative vs. Competitive
• Small Group Discussion: Responding to Tactics
3:45 PM - 5:15 PM
Role-Play (in front of room)
• 10 minutes partner briefing
• 8 - 10 minutes per role-play
• Review and feedback
5:15 PM - 5:30 PM
End of Day Wrap-Up
• End of Day Discussion
• Key Learning


Refreshments will be served during the coffee break for the attendees. Lunch at a nearby restaurant is also included with the ticket price.

Speakers

  • Marc Fogel

    Marc Fogel

    Marc’s business background includes IT management systems, OEM manufacturing, and business consulting in the United States, Europe, and China.

    In 2003, Marc worked in both the United States and China as a regional business director and solution sales director for SBTI China, responsible for strategic design and business implementation.

    Marc also joined I-Nexus Asia Pacific in 2003 as a regional director based in China, helping executives plan, prepare, and execute corporate initiatives. His specific areas of expertise include strategy mapping, score carding, company-wide process improvement (TOC, Lean, and Six Sigma), marketing, and sales strategy.

    Today as a trainer, executive coach, and facilitator for Simitri, Marc works one-to-one with senior leaders and their teams to drive organisational change by improving leadership, management, communication and interpersonal effectiveness.

    Marc was born in the United States and now lives in China. He is fluent in Mandarin.

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Tickets

A prepayment is required when choosing 'Members only price' or 'Standard Price'.

“会员票价”及“标准票价”要求您在提交注册信息后即刻完成在线预付，若您希望在活动现场支付门票，请选择“现场票价”。
Member Ticket
Member Price RMB 2,650
Member Company Employee Ticket
Standard Price RMB 3,650
Non-Member Ticket
Standard Price RMB 4,650

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.