Stakeholder Management

Negotiating, Communicating & Influencing

Training Course Overview

▪ Explain the process flow, the processes and key documents involved in
managing stakeholders
▪ Describe how to analyze the stakeholder environment, identify/prioritize
stakeholders and recognize their expectations
▪ Create and promulgate communications that assist in engaging stakeholders
▪ Demonstrate an ability to recognize how personality and behaviors give an
insight into how to best manage stakeholder aspirations and expectations
▪ Give examples of different types of culture and the impact it has on your
stakeholders’ worldview
▪ Show how to undertake successful negotiations, using principled negotiation
techniques

ORGANISATIONAL IMPACT

▪Lower levels of conflict making people more productive in operational
functions
▪ Projects/programs completed in less time
▪ Projects/programs delivered with lower expenditure
▪ Operational efficiencies improved, leading to better organizational
performance
▪ Enhanced risk and opportunity management outcomes due to collaborative
working
▪ Less time spent resolving conflicts
▪ Longer lasting agreements, leading to better outcomes

Training Course Outline

First Principles, Identifying and Defining Stakeholder Audiences

Overview of stakeholder engagement and management
The stakeholder engagement process and key documents
Identifying stakeholders
Producing the stakeholder register
Creating and analyzing stakeholder profiles
Assessing interests, positive and negative
Analyzing the gap between current stakeholder and required perceptions
Selecting a suitable stakeholder management strategy

Planning Stakeholder Communications and Measuring Effectiveness

Planning stakeholder engagement communications
Identifying and delivering the key messages
Creating stakeholder communications
Planning and managing stakeholder meetings
Dealing with stakeholder objections
Escalating stakeholder issues for resolution by senior management

Interpersonal Skills in Stakeholder Management

Empathy and how it can assist in managing stakeholder relationships
Trust – the foundation of on which relationships are built
Influencing, persuading and manipulating – why they are different and the
impact they have
Personality factors affecting stakeholder management
Behaviors, their relationship to personality and how to read them
Influencing without authority – how to do it
Emotional intelligence, what it involves and benefits

Negotiating for Success

The negotiating environment and backdrop
Reservation points, zones of potential agreement and best alternatives to a
negotiated agreement
Differences between ‘soft’ and ‘hard’ negotiation techniques and why they are
important
Principled negotiation, hardball tactics and important choices
Negotiation protocols and processes
Managing a negotiation

How Culture Affects Stakeholder Engagement and Management

What do we mean by culture?
National culture
Regional culture
Organizational culture
Business unit or division culture
Communicating to different cultures
Negotiating with different cultures

CONTACT

Stakeholder Management