“Stakeholder engagement is relevant to any type of organisation. An organisation cannot be serious about its goals and ultimate objectives unless it is serious about stakeholder engagement – and vice versa.”
DAVID GRAYSON
July 2009
CRANFIELD UNIVERSITY, School of Management
INTRODUCTION
- This training program is part of our Leadership & Specialist Skills Training Series. It is an exciting and innovative program that combines practical and theoretical aspects of the key ingredients of Stakeholder Management, i.e. Influencing, Negotiating and Communicating.
- A Stakeholder is an individual or group, with an interest in what you provide or do. Stakeholder management is the process by which you organize, monitor and improve your relationships with your stakeholders. It involves three key elements:
- Systematically identifying stakeholders
- Analyzing their needs and expectations
- Planning and implementing various tasks to engage with them
- A good stakeholder management process will be the means through which you are able to coordinate your interactions and asses the status and quality of your relationship with various stakeholders.
- If you are going to influence your Stakeholders, you must take the time to develop and build support. Whether this is for a Project or a major Change initiative, without the support of people, you will fail.
COURSE OBJECTIVES
This highly interactive 3-day program aims to achieve the following key objectives:
- Understand stakeholder interests
- Recognize the difference between influence, persuasion, and negotiation
- Develop a management plan for stakeholder participation
- Evaluate participation using the evaluation matrix
- Implement your plan of the project charter
- Take advantage of the change control plan
- Build trust with stakeholders
- Contain domain crawl using negotiation and persuasion
IMPORTANT UNDERTAKING OF PRE-COURSE PREPARATION
QCCD shall provide BARZAN HOLDINGS the following as background material for distribution to all selected participants on the training, at least 5 days prior to the commencement of training:
- Brief Notes on Stakeholder Management, including Glossary of Terms
- Brief Notes on Influencing Skills
- Brief Notes on Assertiveness Skills
The preparatory study of this material by the delegates will channelize thought process and allow time for personal reflection. It will also mentally open the delegates to subsequent questions and answers during the Workshop.
COURSE CONTENTS
This Workshop is divided into the following 5 training Modules:
ICE BREAKING MODULE – ACTIVITY TO INTRODUCE STAKEHOLDER MANAGEMENT – 30 Minutes
MODULE 1: ESSENTIAL COMMUNICATION SKILLS FOR STAKEHOLDER MANAGEMENT
- Introduction to Stakeholder Management – Its Importance and Relevance to our Success
- The Psychology of Communication within the context of Stakeholder Management
- The Three Critical Barriers to Effective Communication and Engagement at a higher level
- How to Cross these Barriers with Tact and Diplomacy?
- Why Listening is more Important than Talking?
- Developing a Communication Plan – (Practical Workshop)
- The Emotional Intelligence (EI) Skills needed for Management
- Bend your Contact Method using a 5-spoke Model
- How to Combine Influence with Power and use it to achieve important goals
- The Art of Dealing with Conflict and Conflicting Interests
MODULE 2: UNDERSTANDING STAKEHOLDER MANAGEMENT
- Key Stakeholder Management Definitions – Glossary of Terms
- Identifying Your Stakeholders using powerful Stakeholder Analysis Tools
- The 3-Step Approach to Effective Stakeholder Management
- Anticipating the Needs of your Stakeholder(s)
- Developing Ongoing Business Relationships
- Anticipating your Stakeholder’s Needs and Managing Expectations
- Developing Ongoing Business Relationships
- Influencing and Persuasion skills -What They Are and How to Use them!
MODULE 3: INFLUENCING SKILLS – HOW TO USE THEM EFFECTIVELY!
- Influencing Skills and the Tools of Influence
- Neuro-scientific Communication
- Reciprocity: The Art of ‘Give and Take’
- The Importance of Commitment & Consistency
- What do we understand by Social Proof? How Social Proof Influences Behaviour?
- Cialdini’s 6-Principles of Persuasion and How to Use Them! (Case Study and Group Discussion)
MODULE 4: NEGOTIATION TECHNIQUES AND PRACTICE
- Coleman Raider “Bare-Bones” Model
- Negotiating Styles Assessment
- Create The Ideal BATNA
- Introduction to Reframing Techniques
- Cultural Differences that Affect Negotiation
- Negotiating Styles, Tactics and Overcoming Deadlock
- Negotiating Styles – Building on Strengths and Improving Negotiation Skill-set
(Practical Assessment / Evaluation of Each Participant on the Training Session)
- Planning, Managing and Concluding Long-Term Negotiation with Multiple Stakeholders
MODULE 5: VITAL SKILLS FOR STAKEHOLDER MANAGEMENT – POST COVID-19
- 7 Key Principles of Stakeholder Engagement
- ‘Agile’ and ‘Predictive’ Approaches to Stakeholder Management
- The Power of Empathy – Striking Common Chords
- Running Effective Stakeholder Meetings and Record-keeping
- Ability to Run Effective Virtual Meetings and Making Them Productive
- Building Trust with Stakeholders Remotely
- Apply Lessons Learned and Obtain Feedback from Stakeholders
CONDUCT OF PROGRAM
The mode and style of conduct will be:
- Training
The participants will be imparted theoretical knowledge and skills in a highly interactive environment. Practical aspects of this training will involve hands-on exercises. Appropriate humor, small group discussions and open-dialogue would be the order of the day. All course and learning material would be provided.
- Time Factor
This is a 3-day intensive Workshop; Start and end times are decided in mutual consultation.