Quality Management & Training

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Managing and Influencing Stakeholders 

Practitioner Level - PT 209



Course duration: 24 hours

Assessment: One hour multiple choice examination

Recommended prior knowledge: FD108 Introduction to stakeholder communications; FD104 Introduction to change management


This course provides participants with the practical skills to effectively manage different stakeholder groups.

Delegates will develop the ability to 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.

This course includes a 1 hour examination and on successful completion, delegates will be awarded a certificate of achievement in practitioner level – Managing and Influencing Stakeholders.


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.

How to Apply

Contact QM&T by sending an email to help@qmt.co.uk