Negotiation, Influencing & Persuasion Skills

Most people are involved with negotiations at some point in their lives, whether this is in a personal context or in a workplace situation.

There are many ways to describe negotiation – influencing others to achieve your goal or objective, reaching an agreement, bargaining, persuading, gaining an advantage, getting what you want from a given situation. The whole purpose of Negotiation is to find a solution that benefits all parties. This Influencing and Negotiation Skills course will teach you a range of concepts, methods and approaches to Influencing and Negotiation with other people in different circumstances and will equip you with the necessary toolkit of Influencing and Negotiation skills to have the ability and confidence to influence a situation to your own benefit and advantage.

Our Influencing and Negotiation course is delivered by using a blend of both “Classroom” and “Online” Training. The online Influencing and Negotiation modules can be completed at the learners own pace over a 12 month period. The time required to complete the modules is around 1-2 hours. Once completed the learner can download a "personalised" CPD Certificate.

This 2 day Influencing, Persuading and Negotiating Skills course will teach you a range of methods and approaches to Influencing and Negotiation with other people in different circumstances. You will have the ability to influence a situation to your own benefit.

Course Content Programme – Day 1– Introduction and overview of Influencing and Negotiation

• Defining Influencing and Negotiation
• Identifying times when we influence, persuade and negotiate in and outside work, both formally & informally
• Identifying the key technical & interpersonal skills of influencing, persuading and negotiating

-The Principles and technicalities of Influencing and Negotiation

• A step by step guide to Influencing
  • Challenging others’ views
  • Handling objections to your argument
  • Identifying common ground

• A step by step guide to Persuading
  • Developing a line of reasoned argument
  • Using positive language
  • Planning your argument
  • Asserting yourself

• A step by step guide to Negotiating
  • Defining what you want from the negotiation
  • Planning to Negotiate
  • The importance of “variables” in any negotiation
  • The importance of “power” in any negotiation
  • Structuring a negotiation meeting
  • Negotiation styles and techniques
  • Moving to a “Win Win” solution – myth or reality
  • Tactics, tools and techniques of negotiation

– Skills Exercise

Opportunity to put all of the day’s learning into practice through a Negotiation, Influencing and Persuasion simulated exercise.

Programme – Day 2– The Interpersonal Skills of Influencing and Negotiation

• Maximising your communication skills when Influencing and Negotiation
• The power of words, tone of voice and non-verbals when Influencing, Persuading & Negotiating
• Using Assertive Behaviour to ask for what you want
• Making a compelling case for something you want
• Managing resistance and conflict
• The importance of questioning and listening in Influencing, Persuading & Negotiating
• The importance of “Rapport”, “Connecting” “Self Presentation” and “charisma” in Influencing, Persuading & Negotiating

– Understanding Others in the Context of Influencing and Negotiation

• Using a recognised behavioural tool , this session gives delegates the opportunity to understand the behaviours of other people in a range of circumstances and how their behaviours will help or hinder your ability to negotiate, influence or persuade them to your point of view

– Identifying your natural negotiating style

• Recognising your preference and others
• Impact of different styles
• When to apply different styles

– Skills Exercise

Opportunity to put all of the programme’s learning into practice through a final Negotiation, Influencing and Persuasion Simulated exercise.

Testimonials

“Fantastic! Really enjoyed the session and have a lot to think about. The course was interactive and friendly, and I would definitely book another course with Courtney Associates.”

“Toms training style is great, and I always feel inspired after his courses, Thanks Tom!"

"Tom has an infectious nature and instantly has your attention. I found the course very interesting and helpful and would highly recommend.”

“Very enthusiastic, encouraging, engaging course trainer. A lot of the course material may seem obvious but you are forced to redefine and reconsider communication in a whole new way. The power is already in you. You just need to know how to harness and release it.”

“Really fun, collaborative, enjoyable. The trainer was engaging, knowledgeable and fun.”

“Tom has an infectious nature and instantly has your attention. I found the course very interesting and helpful and would highly recommend.”

“Brilliant, I got a lot out of this course. There was a lot of group interaction and tailoring to suit our needs. The trainer was excellent, and I’d definitely book another course with Asset Training Academy.”

Suitability – Who should attend?

This course is targeted at anyone wanting to improve the influence they have over different people & situations in their professional and personal lives. It is suitable for those who are looking to develop their skills and self-confidence when in a negotiation situation with customers, suppliers and colleagues both inside and outside of their organisation.

Certificate of completion

Digital certificate - Included