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PT209 – ​Managing and Influencing Stakeholders

PT209 – ​Managing and Influencing Stakeholders

This course provides practical skills development in order to effectively apply a range of tools and techniques when working with customers, stakeholders, top management and external providers/suppliers to increase their readiness to change and overcome resistance.

Course Details

PT209 – Managing and Influencing Stakeholders
Practitioner Level
Course duration:  3 Days (Classroom) or 8 weeks by Supported Distance Learning
Recommended prior knowledge: FD108 Introduction to stakeholder communications; FD104 introduction to change management’

Who is it for?

This course is designed for those who are practising in quality and aspire towards middle management.

Indicative 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.

This course is certified by CQI and IRCA (the Chartered Quality Institute and the International Register of Certificated Auditors)

Due to changes announced by CQI and IRCA we must make you aware that:

As a registered charity, the CQI is subject to the UK General Data Protection Regulation (UK GDPR), a UK law that gives you certain rights with respect to your personal data that is shared with the Institute.

In order to accurately record the delegates that they are certifying, CQI and IRCA now require that we provide them with your contact details (name, surname and email address).

We have been assured by CQI and IRCA that delegate data will be handled and stored confidentially and securely, and that any marketing communications between CQI and IRCA and you will be limited to the promotion of CQI and IRCA and their qualifications programmes, and that this will be strictly on an opt-in basis. 

To exercise your GDPR rights, you must contact the CQI either directly or through Temple Management Training Limited unless you are located in a European Union country when you must contact the CQI’s EU representative – IT Governance Europe Limited at Please ensure you reference ‘CQI’ in any correspondence you send to their representative.