Influencing, Persuading and Negotiating

Overview
This course explores different approaches to gaining acceptance - whether by a formal negotiation, informal influencing or simply persuading others to your view. It uses a combination of formal and informal meetings and one-to-one interaction

Course objectives The course will enable you to prepare and structure negotiation situations - formal or informal - and use a range of interpersonal skills to gain acceptance for your proposals and ideas.

By the end of this course you will have learned how to:

• Differentiate influencing, negotiating and persuasion and know when to use each
• Clarify your objectives and prepare a position
• Prepare for negotiations by identifying information, strategies, and tactics to use
• Counter disruptive tactics used by others
• Conduct a commercial negotiation
• Understand the positions and needs of other parties and use them to obtain win-win outcomes
• Understand different sources of influence in organisations, and identify your own sources of power
• Use an understanding of others' wants, needs, perspectives and language to put forward a persuasive case

Who should attend Anyone who needs to negotiate or persuade others to support a position or come to a deal.

Pre-requisites None

Course synopsis

• 
  What are influencing, negotiation and persuasion, and why it matters Differentiating ways of getting a proposal accepted and selecting the best approach
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  Negotiation basics The negotiation arena, preparing a position and knowing your fall-back
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  Core negotiation and influencing skills Listening, questioning, summarising
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  Negotiation strategies Strategies for reaching win-win outcomes
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  The negotiation process Building rapport, exploring, bargaining and closing the deal
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  More advanced influencing techniques Using signals, non-verbal communication and persuasive language
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  Building and communicating a case Seeing your position from the other party's view and making it easy for them to say yes