PCN Management – Influencing, Negotiation & Managing Across Organisations (F2F Venue TBC)

Maximum Capacity: 15

Summary:

This practical module develops the influencing and negotiation skills required by PCN Managers working across practices, partnerships and wider health and care organisations. 

PCN Managers frequently carry responsibility for achieving outcomes without holding direct authority over all those involved. The course therefore explores how influence is built through credibility, relationships, understanding stakeholder interests and selecting an appropriate approach to different individuals and organisational contexts. 

Delegates examine stakeholder power and influence, influencing without authority, negotiation preparation, managing disagreement and constructive challenge. The session also considers how PCN Managers can work effectively with Clinical Directors, GP Partners, Practice Managers, providers and system partners where priorities or organisational interests may differ. 

A practical PCN negotiation scenario enables delegates to apply the techniques introduced during the session. 

Course content:

• Explore formal and informal sources of influence and consider how authority, expertise, relationships, information, credibility and organisational position affect decision-making within a PCN
• Identify key PCN stakeholders and assess their level of power, interest, influence, alignment and potential resistance in relation to PCN priorities
• Develop practical approaches for influencing member practices, Clinical Directors, partners, providers and wider system stakeholders when direct managerial authority is limited or absent
• Produce structured negotiation techniques including identifying positions and interests, understanding alternatives, establishing tradeables, preparing concessions and working towards sustainable agreeements
• Explore approaches to challenging decisions professionally, presenting alternative recommendations, raising concerns and maintaining effective working relationships during disagreement
• Apply influencing and negotiation techniques within a realistic multi-stakeholder PCN scenario  and reflect on the approaches that support effective system working

On completion of this course delegates will be able to (expected outcome):

• Analyse stakeholder power, interests and influence and select appropriate approaches for different PCN relationships
• Use structured influencing and negotiation techniques to manage competing organisational priorities and achieve collaborative outcomes
• Apply constructive challenge and managing-upwards techniques confidently while maintaining effective personal relationships