Influencing & Negotiating for Results
Achieve the outcomes you want using psychology and practical business techniques
Benefits to your organization
- Boost participants’ ability to persuade and convince others.
- Understand the mechanics of negotiation.
- Secure better deals for your organization.
- Enhance participants’ interpersonal skills to deal with a range of challenging situations.
- Build rapport quickly with anyone.
- Access strategies to handle conflict and reduce resistance.
Core modules
- Influencing skills: recognising others’ styles and preferences and adapting yours accordingly, choosing a communication style, framing and re-framing information
- Negotiating skills: preparation and tactics, setting success parameters, ethical win-win approaches, handling dirty tricks
- Developing psychological skills: boost your emotional intelligence, avoid negative mindsets, understand others' values, cross-cultural negotiations
- Handling challenge and conflict: use assertiveness not aggression, separate people and problems, build consensus
- Interpersonal communications: understand and interpret body language, build rapport with others, make your body language work for you
- Assessing and managing deals: establish if you're in a negotiation (or not), use BATNAs, work through negotiation stages
Learning approaches
The programme is a powerful mix of well-established models and action-based learning. You’ll use questionnaires and psychometric instruments (the Thomas–Kilman Conflict Instrument, Transactional Analysis and Neuro-Linguistic Programming) to assess your current influencing, negotiating and conflict-handling styles.
This was a great course that gave me a lot of new ways to approach negotiations that I wouldn’t have thought of before. The topics were clearly explained and backed up with practical examples.
Jennifer Woolley, Account Manager, National Autistic Society
