The Building Stakeholder RelationshipsWorkshop helps participants build quality, long-term business relationships with key stakeholders. During the workshop, participants learn how to establish trust, build rapport, uncover needs and gain commitment, ensuring a more profitable, two-way relationship in which both parties benefit.

By applying the skills explored during the workshop, participants move from a vendor or supplier role to that of a Trusted Advisor. Additionally, participants learn how to create value for their stakeholders and deal with challenging people and situations in a credible manner.

Session Outline

By completing this workshop, participants will:

  • Make the right impact as a Trusted Advisor
  • Use a wide range of skills and strategies to build stakeholder relationships
  • Uncover the stakeholder's decision making process
  • Gain greater control over stakeholder interactions and outcomes
  • Display flexibility when communicating by adapting to the needs of the stakeholder
  • Identify ways to offer additional value to stakeholders to ensure a lasting partnership

Key topics

  • Being a Trusted Advisor
  • Making the Right Impact
  • Building a Strong Relationship
  • Understanding the Stakeholder
  • Adapting Your Style
Who should attend?

Middle to senior managers


8:45 AM

15 mins

Arrival and registration

9 AM

30 mins

• Welcome
• Workshop objectives
• Today’s Agenda
• Housekeeping
• Introductions / Icebreaker

9:30 AM

15 mins

Understanding Stakeholder Relationships
• Small Group Discussion
o What comes to mind when you hear the words: Effective Stakeholder Relationship?
o What are the challenges you face in building relationships up, down, across, and outside the organisation?
• Formula for Success: The Trust Equation (Intimacy, Credibility, Reliability) / Self-Orientation

9:45 AM

45 mins

Mapping My Stakeholders
• Stakeholder Mapping
• Role, Rating of Me, Level of Power, Degree of Contact
• Building my Stakeholder Map
• Rational and Emotional Drivers (adding to my map)
• Building Our Case Study

10:30 AM

15 mins

Coffee Break

10:45 AM

45 mins

• 10 minutes to Prepare
• 5 minutes Role-Play
• Review and Feedback

11:30 AM

15 mins

Intimacy: Building Closer Relationships
• Building Rapport Challenges
• Case Study Scenario
• Building Rapport: Tips & Hints

11:45 AM

60 mins

Lunch Break

12:45 PM

45 mins

Intimacy: Adapting Your Style
• Participants Complete Questionnaire (completed as pre-work)
• Behaviours and Characteristics of Each Style
• Chart Participants’ Styles
• Identifying a Person’s Style
• Chart Stakeholder’s Styles
• Adapting to the Individual
• Case Study Discussion
• Personal Reflection

1:30 PM

60 mins

Credibility: Developing Your Personal Brand
• Being Credible / Sources of Credibility
• How do you want to be seen by others? (3 words to describe yourself as a trustworthy colleague)
• How are these impressions formed?
• Creating the Right Perception: Words, Voice, Body Language, Actions & Attire (discussion)
• (HO) Mini Presentation (small groups)
• Personal Reflection

2:30 PM

30 mins

Reliability: Delivering on Expectations
• Where do expectations come from?
• Managing Expectations: Planning, Execution, Communication
• Small Group Activity
• Case Study Discussion

3 PM

15 mins

Coffee Break

3:15 PM

45 mins

Moving Away from Self-Orientation: Welcoming Diversity of Opinions
• Experiential Learning: Blue Bananas
• Why do people see the same thing differently? What’s the value of having different Point of Views?
• Understanding My Stakeholder’s Point of View
• 5W2H (and case study discussion)

4 PM

75 mins

• 15 minutes to prepare
• 5 minutes role-play
• Review and Feedback

5:15 PM

5:30 PM

End of Day Wrap-Up
• End of Day Wrap-Up
• Continuous Improvement
• Evaluation Forms

Refreshments will be served during the coffee break for the attendees. Lunch at a nearby restaurant is also included with the ticket price.



A prepayment is required when choosing 'Members only price' or 'Standard Price'.

Member Ticket
Member Price RMB 2,650
Member Company Employee Ticket
RMB 3,650
Non-Member Ticket
RMB 4,650


  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.