Influencing and Negotiating Skills

Of all the behavioural skills that define the differences between an average performer and an exceptional performer influencing and negotiation skills are at the top of the list.

This course provides a stimulating introduction to influencing and negotiation and focuses on reliable strategies and effective patterns of behaviour.

Suitability and duration

Suitability: Beginner

Duration: 2 days

Who should attend

This intensive hands-on course is open to all-comers, although staff with less experience will find it of greatest value. The heart of the course is in the correct analysis and deployment of influencing and negotiation strategies. The result is a course where participants spend most of their time conducting case-study skills practice.

Benefits

Skills

After completion of this course, you will be able to:

• Describe the nature of influencing between people
• Plan which routes create the most compelling influence
• Deploy powerful non-verbal signalling
• Analyse subjects in order to maintain control
• Deploy psychological strategies that lead to agreement
• Employ best practice strategies to ensure that negotiated outcomes are the most favourable

Support Materials

This course is accompanied by a substantial manual that includes full briefing notes and strategies for influencing and negotiation.

Programme

Influencing skills in action

• Why bother to learn about influencing?
• Introduction to influencing skills
• The four stage learning cycle
• The influencing process

Interpersonal routes

• The source, message and audience
• Central route
• Peripheral route

Influencing mood

• Words and actions that affect mood
• Creating empathy
• Communicating sincerity
• Intelligent listening
• Flexibility and control

Non verbal influencing strategies

• Posture and dress
• Occupation of space and positioning
• Modelling
• Involvement and detachment

Personality and influencing

• The four personality types
• Influencing decisions through personality analysis

Psychological structures that lead to agreement

• Reciprocity
• Indebtedness
• Multiple requests
• Witnessing

Negotiation skills that really work

• When to talk and when to listen
• Normal negotiations
• Complex negotiations
• Where there are conflicts there are negotiators