Negotiating and Influencing

Submitted by paulrichmond on Mon, 06/01/2009 - 11:44.
Description: 

This course is designed for anyone that has to represent their firm as part of a negotiation with a client. We demystify negotiation for people who have never negotiated before and make sure that you understand and utilise your own personality and experience.

  • Defining influencing
  • How does it differ from persuasion and manipulation?
  • Assertiveness and how to help yourself to influence
  • Good preparation
  • What are the likely barriers to successfully influencing the outcome?
  • Building rapport
  • Understanding the language and agenda of the other party
  • Listening and understanding what has been said
  • Intelligent relationship building
  • Closing with confidence
Objectives: 
  • Empower delegates to feel better equipped to influence situations and achieve good results.
  • Determine the difference between influencing, persuasion and manipulation.
  • Ensure that influencing is seen as more than ‘getting your own way’.
  • Enable delegates to identify their existing strengths and areas for improvement in the art of influencing.
  • Set long-term individual action points that will enable each delegate to practise their skills on an ongoing basis after the end of the course.
Benefits: 
  • Develop powerful negotiation skills
  • Develop strong, trusting long-term relationships with clients
  • Identify the difference between real and imagined negotiation criteria
  • Greater confidence to discuss fees and issues with clients
  • Prepare effectively for negotiations
  • Improved recovery, happier clients!
Who Should Attend?: 

This is a powerful one-day programme designed to challenge the delegates’ view of what influencing and negotiation really is and how it can be made more effective. The delivery will be interactive, fun and mix theory and discussion with a lot of practice. It will be fun and informative and will enable delegates to ask any questions and explore specific situations.