Building Positive Influence∶ Managing People | Negotiation | Wilson Learning Worldwide

Building Positive Influence: Managing the People

Pareto's Optimal Curve
Pareto's Optimal Curve

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Not a day goes by when most professionals and leaders do not need to influence others to achieve their goals. Whether in project teams working with people who are not your direct reports, negotiating internally over shared resources, or solving challenging problems involving cross-functional groups, influencing is a critical part of today’s workplace. Yet, influencing others is challenging and requires a process that focuses on reaching a positive outcome for both parties. This live interactive module, delivered over a three-hour, virtual webcast session, is based on the work of Dr. William Ury of the Harvard Negotiation Project. This workshop builds participants’ skills in questioning, listening, building trust, problem solving, persuading, and strategizing, helping participants become more effective.

Building Positive Influence: Managing the People (BPI-MTP) examines a key strategy to ensuring relationships are maintained during the process. Participants learn how to separate the people from the problem by understanding how to: manage themselves during the process, manage the situation and stakeholders, conduct conversations, and deal with tough people challenges. This module will equip them with tools, processes, and strengths to manage the people side of the process.

Program Outcomes

Building Positive Influence: Managing the People helps individuals and leaders understand that influence is a series of negotiations. Learning how to handle these negotiations in a way that is win-win and enhances relationships is essential to success over the long run. The Managing the People module provides processes and tools to have positive influence with others.


Building Positive Influence: Managing the People is a three-hour, instructor-led virtual module facilitated by a Wilson Learning-certified instructor.

This enables:

  • Live virtual interaction among the participants and the facilitator
  • True-to-life skills practice
  • Opportunities to use the Strategizer planner to outline insights for applying the new tools in real work situations
  • Opportunities to record and share key learnings to gain commitment for applying the new tools in their teams

This modules can be used individually or together with Building Positive Influence: Managing the Tasks; the order in which the modules are facilitated can be decided by your organization.

Key Learnings Are... Your Participants Will...
Separate People from the Problem:
  • Managing Myself
  • Managing the Situation
  • Conducting the Conversation with Counterparts and Stakeholders
  • Dealing with the Tough People
  • Use positive influence to accomplish goals in a way that enhances relationships and creates win-win outcomes
  • Separate people from the problem
The Influence Strategizer Tool

This tool is used for a workshop application exercise and is accessible after the workshop to assist participants in planning for an upcoming negotiation, or to use for a post-negotiation review. The Strategizer assists participants as they work to align people, explore issues, and reach agreements. It also provides a means to reflect these influencing skills for completed agreements; this reflection will help individuals apply their learning to their next negotiation experience.

Enabling Improved Performance

Building Positive Influence: Managing the People features the Strategizer planning guide so participants can capture real situations where they will need to influence others, as well as and journaling activities that enable them to summarize key insights, application ideas, and tips for use at a later time. Involving management and training them to coach is key for a successful implementation.

Measurement and Evaluation

Organizations that implement Building Positive Influence: Managing the People have access to a broad range of tools to measure initial behavioral changes and business results. One approach may be a web-based survey of participants’ direct reports to identify the degree of change and differences that this change makes. Other research options are also available.

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 Building Positive Influence: Managing the Tasks

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