Influencing Resources
Influencing Template
To assist you in applying the principles and techniques covered in this course in real life, we have created an Influencing Template. You can download the template and each time you wish to prepare to influence, save the template under a new name and then customize it for your specific situation. There are 2 file formats:
Influencing v Negotiation
There is some confusion over the difference between influencing and negotiating. For this course, I define negotiating as ‘trading’ or ‘bargaining’. It is one of our 7 influencing styles. However, as you will see, it will almost never be used in isolation. The kind of ‘deal’ that you negotiate will to a large extent depend on how well you are able to influence the other party by discovering their real interests, establishing a connection and developing trust, involving them, activating their emotional triggers and putting forward logical arguments.