Successful Negotiation and Influencing

This practical two-day programme will equip delegates to achieve positive results through their engagement with others in the working environment. Through enhanced influencing and negotiating skills, delegates will be able to successfully develop and deliver convincing business arguments.

Participants will learn:

• To identify the meaning and importance of influencing and negotiating with others
• To understand your natural style with others and its impact on outcomes
• To understand and utilise the key principles, strategies and skills that underpin successful influencing and negotiating
• To prepare, argue and present a case
• To recognise and understand a variety of common tactics
• To practice and receive feedback on your style and approach

COURSE CONTENT

Day One

The Importance of Negotiating and Influencing Others

• Exploring changes in your work environment
• Why you cannot survive by yourself
• Understanding what successful negotiation and influencing can do for you
• Exploring the links and differences between negotiation and influencing

The Key Essentials

• The meaning of a 'successful' outcome
• Mental replay - what helps, hinders and is missing
• Getting into the right frame of mind
• Setting goals and limits
• Knowing your options
• Important beliefs and values and their impact on your ability to be successful

Influencing Strategies

• Your preferred style
• A framework for influencing strategies
• Choosing the appropriate strategy

Day Two

Negotiation Strategies

• Successful negotiation behaviours
• Win/win and win/lose
• Strategies and tactics for success
• Dealing with objections
• Critical mistakes and pitfalls
• When to pause and break away
• Conflict resolution

Core Skills

• Questioning, probing and listening
• Getting on the same wavelength
• Persuasive selling tactics
• Using your 'body talk'
• Being assertive

Putting your Learning into Practice

• Practice and personal feedback on a variety of situations which require an influencing or negotiation position

WHO SHOULD ATTEND

This course is designed for anyone in any type of organisation who needs to possess and develop a skill set that helps them to achieve positive results from their interaction with others, whether internal upward or downward management or communication with clients.