Day One: Developing Alliances
- Characteristics of a strategic alliance – effects of market dominance
- Culture and perception – and effects in building alliances
- Achieving results in the life cycle of the alliance, through building trust
- Personality - strengths & weaknesses in negotiations
- Minimising communication blockers to maintain relationships
- Development review and action planning
Day Two: Influence & Persuasion Skills in Managing the Alliance
- Challenges of meetings – group and individual strategies
- Positive influence of listening in challenging situations - good and bad news!
- Applying rules of influential presentations to maximise impact
- Maintaining compatible body language & using logic, credibility and passion
- Feedback and action planning
Day Three: Strategy in Negotiation Skills for Partners and Allies
- Steps in win-win negotiation
- The keys to collaborative bargaining in partnering
- Leverage: What it is and how to use it?
- Negotiation tactics and ploys
- Dealing with difficult negotiators and barriers
- Ethics in negotiation
Day Four: Higher Level Negotiation Skills for Challenging Situations
- Listening and responding to signals and informal information
- Recovering from reversals, errors and challenges
- Developing a climate of trust
- Higher level conversation techniques
- Concentrating action on the needs of alliance partners
Day Five: Maintaining Alliances: Critical Thinking for Decision Making
- Gaining control and using information – formal and informal
- Identifying sources and testing assumptions
- Framing the problem
- Decision making under pressure
- Reviewing strategic alliances and building personal action