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Learner Handbook
Policies Handbook
How to use the Course Materials
How-to Lesson
Study Plan
Supplier Preferencing Model
Influencing Behaviours Model
Active Listening & Questioning Types
Mendelow Stakeholder Mapping
Positional & Principled Negotiation
Building Trust Model
High & Low Context Culture
Influencing Styles & Tactics
Competence Attitude Model
Maslow's Hierarchy of Needs
Herzberg Two Factor Theory
Mullins Causes of Conflict
Tuckman's Team Formation
Belbin Team Roles
Tannenbaum & Schmidt Leadership
Likert's Four Systems Management
Level 5 Crossover Topics
LO1 - Learning Outcomes You Could Be Asked About
LO1 Full Slide Deck
1.1.1 Who is to negotiate – team vs. individual – advantages vs. disadvantages
1.1.2 The venue, intelligence gathering, clear objectives, strategy and tactics, rehearsal
1.1.3 Negotiation agenda – advantages vs. disadvantages
1.2.1 Specialist tools of negotiation
1.2.2 Framing an agenda
1.2.3 Questions to elicit information and apply pressure
1.2.4 Concessions to secure movement
1.2.5 Reciprocated concessions
1.2.6 Understanding the personalities of one’s opponents and their motivational drivers
1.2.7 Deadlocked negotiations
1.2.8 The effects of lengthy negotiations, tiredness and concentration
1.2.9 Concluding the negotiation, planning, agreements, benefits and value added
1.3.1 Clear agreements
1.3.2 Selling the agreements to stakeholders
1.3.3 Implementing agreements, planning, contracts, joint implementation teams, performance reviews and continuous improvement
1.3.4 Establish monitoring procedures
Revision Sheets - LO1
Now create your Revision Notes for LO1
LO2 - Learning Outcomes You Could Be Asked About
LO2 Full Slide Deck
2.1.1 Honesty and working relationships
2.1.2 Build mutual trust
2.1.3 Assess the situation
2.1.4 Place negotiation in the long-term context
2.2.1 Positional negotiation
2.2.2 Principled negotiation
Principled Negotiation
2.2.3 Separate the people from the problem
2.2.4 Identify options for mutual gain – win-win
2.2.5 Sharing of information and data
2.2.6 Cultural factors
2.2.7 Bribery, corruption and fraud
Revision Sheets LO2
Now create your Revision Notes for LO2
LO3 - Learning Outcomes You Could Be Asked About
LO3 Full Slide Deck
3.1.1 Building networks of trust and influence
3.1.2 Creating alliances
3.1.3 Identifying and dealing with conflict and resistance
3.1.4 Managing ambiguity and uncertainty
3.2.1 Attitudes and responses
3.2.2 Motivation
3.2.3 Groups vs. informal organisations
3.2.4 Leadership style and systems management
3.2.5 Consultation and participation
3.2.6 Empowerment
3.2.7 Organisational structure
Revision Sheets - LO3
Now create your Revision Notes for LO3
Revision Notes
Exam & Revision Techniques
CIPS 20 Sample Questions
FULL LO1
FULL LO2
FULL LO3
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