Negotiating and Influencing Skills

2 Day

This two-day practical course examines the difference between positional and principled negotiation. It develops the benefits of using principled negotiation and provides participants with a process to follow when negotiating. It also provides participants with skill and knowledge to understand how to influence others positively.

Workshop Objectives:

On completion of the workshop, participants will be able to:

  • Describe the difference between positional bargaining and principled negotiation
  • Explain why principled negotiation is more appropriate for improved outcomes
  • Demonstrate a three stage negotiation process
  • Recognise the use of multiple level influencing techniques
  • Demonstrate the use of multiple level influencing techniques to influence others.

Workshop Content:

  • Types of negotiation                                      
    • Positional bargaining
    • Principled negotiation
  • Life positions
    • Win/Win
  • Assertiveness
    • Aggressive
    • Submissive
    • Assertive
  • Communication Skills
    • Questioning
    • Listening
    • Body Language 
  • The negotiation process
    • Preparation
    • Debate
    • Propose
    • Bargain
  • Practical negotiation exercise
  • Influencing skills
    • Listening, questioning, clarifying
    • Advanced influencing skills
  • Practical influencing exercise

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