COURSE OBJECTIVES: 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.
"An excellent course with a high level of intelligent framing of the subject. Some courses do not follow through with an action plan, but I feel confident that I will be able to benefit immediately from the structure of these two days."
This course is designed to be run either as an in-house course or as a training pool title only. For more information on how the training pool works please click on the Quorum Training Pool item in the menu on the left of this page.
To enquire about this course please complete the enquiry form or call our in-house course bookings team on 0207 566 8207.