PT209 - Managing and Influencing Stakeholders

This practitioner level course will provide practical skills development in influencing and managing stakeholders.


Level: Practitioner
Course duration: 24 hours indicative (6 Weeks)
Classroom Based or Distance Learning Course
Minimum of 4 delegates for In-House Training

Course Content

Stakeholder analysis and management:

  • 4-box Power vs Influence

  • Strategies for managing and communicating with stakeholders

  • Construction and use of the stakeholder matrix (Simple 4-box with Power vs Interest) and the process to identify, prioritise and develop plans for stakeholder engagement

  • Influencing styles:

    • Use and application of generic influencing styles

    • Rationalising

    • Asserting

    • Negotiating

    • Inspiring

    • Bridging

    • Influencing people

    • Influencing situations

  • Transactional analysis:

    • Ego states

    • Types of transactions

    • Behavioural diagnosis

  • Personal contracting:

    • Review role of the consultant and description of how they work with organisations, leaders and others including contracting with stakeholders

    • Purpose

    • Expectations

    • Behaviour

  • Engaging others and building trust and rapport:

    • Questioning techniques: open/closed; reflecting; mirroring; clarifying

    • Listening skills

    • Empathy

    • Body language

  • The consulting process: contract; evaluate data; develop strategy; develop plan; implement plan; review.

  • Increasing readiness to change (dealing with resistance):

    • Readiness to change assessment: Gleicher Formula, meaning of the terms and application.

    • Scott & Jaffe change curve: descriptions of the four stages.

    • Kotter & Schlesinger’s six methods: descriptions of methods and typical actions to increase readiness to change.

  • Scenario-based learning.

This course includes a one-hour multiple choice examination.

FAQs