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Course Overview

Most of us spend our lives learning that we cannot always have our own way.  Other people have their own views, opinions, attitudes and desires.  What we want, might not always coincide with what they want.

It may seem obvious that our first reaction is to try to persuade, or force, the other person to see our point of view.  This, however, can sometimes only heighten the conflict of interest.

Alternatively, people will try to deal with the issue by joint problem solving.  The difficulty with this approach is that the two parties do not necessarily see the same problem from a common perspective.

The other option is to negotiate and influence change.  So who negotiates?  We all do!

The customer might want a bigger discount from the supplier, the sales person might want a bigger order from the customer, the workers want higher wages, the employer wants to increase productivity, etc.

You may be wondering:  what does this have to do with me?

Well, think back to when you were a child.  Did you ever trade toys, or games with your friends?  Did you ever offer to wash the car, or cut the lawn if your parents would let you stay up late for an extra hour at night?  If you think about it, you have probably been negotiating and influencing other people throughout your life and undoubtedly, you do it almost daily in your adult life.  However, you have probably never thought of yourself as a negotiator.

Candidate Suitability:

This three-day event is suitable for any manager, supervisor, or specialist who relies on getting work done through other people.  If the nature of your role and responsibilities includes aspects of sales, purchasing, people management (especially industrial relations), workforce representation, or consultancy, then this course is the ideal vehicle for providing you with new skills and enhancing existing skills.

Course Outline:

By the end of this Negotiating and Influencing Skills event, attendee’s will:

  • be able to identify and state situations where they have to negotiate and influence.
  • have experienced the results of different negotiation strategies.
  • have become aware of their own strengths and weaknesses in negotiating and influencing and developed a negotiating style.
  • have demonstrated that they understand the importance of thorough pre-negotiation preparation.
  • have demonstrated that they can develop objectives for negotiation.
  • recognise and understand the effect of win/win, win/lose and lose/lose scenarios.
  • have developed a personal action plan to enhance their personal effectiveness in negotiating and influencing.


Course structure

Day 1

  • Course induction and introductions
  • Individual’s aspirations, needs and objectives for the course
  • Course Objectives, structure and style
  • Types of negotiation and the link between negotiation and influencing
  • Negotiating game
  • The five stages of negotiation – a framework for effective negotiating and influencing  Stage one – entry issues and entry skills – practical exercises
  • Summary of day 1 and an introduction to day 2 – Stage two: diagnosing the other party’s perspective.

Day 2

  • Review of day 1 and introduction to day 2
  • An overview of the diagnostic process
  • The concept of “Hilltops”
  • Preparing for Diagnosis
  • Diagnostic skills:
    –     Questioning skills
    –     Summarising
    –     Confronting issues
    –     Listening skills
    –     Three-level questioning technique
    –     Practical exercises
  • A checklist for diagnosis
  • Summary of day 2 and an introduction to day 3 – Stages three to five: influencing the other party, establishing a contract for future action and ensuring their commitment to the agreed actions.

Day 3

  • Review of days 1 and 2 and introduction to day 3
  • Bridging from diagnosis
  • Intervention strategies
  • Personal influencing skills
  • Contracting – developing agreement and understanding (who’s doing what, when and how)
  • The psychological contract
  • Transition – ensuring ownership of the agreement reached and paving the way for long-term relationships
  • Summary of negotiating and influencing
  • Personal action plans
  • Final Q & A
  • Course evaluation

If you are interested, please contact the Training Team on:

Number: 01484 346500


01484 346500

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