Influencing and Negotiating

Improve your influencing skills and your effectiveness in negotiation

Last updated 5/2023 English

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“Each day you are leading by example. Whether you realise it or not or whether it’s positive or negative, you are influencing those around you” ~ Rob Liano, Sales Trainer and Motivational Speaker

As Rob Liano makes clear, we influence every day, whether we realise it or not. This course is about influencing positively and using that to support our negotiation skills.

To communicate effectively; to facilitate improving performance; and to negotiate positive outcomes with colleagues, customers and suppliers we need to influence others.

Influencing is something we do every day and is particularly important in our professional lives as we seek ensure our work impacts the organisation positively.

Negotiation is another skill we use every day – from agreeing what the kids can watch on their devices, to what to have for dinner, to the remit and timescale for an upcoming project, to contracting a systems upgrade, or planning the year-end process, and so on. Even applying for a new job is a negotiation around skills, requirements and their worth.

In “Influencing and Negotiating” we look at developing your influencing skills and combining them with negotiation skills to improve your effectiveness at work.

Influencing and Negotiating” will help you improve your ability to influence others and to use that influence to create more successful outcomes in your negotiations.

We hope you enjoy the course.

Who this course is for

  1. Business managers
  2. Students of business management
  3. Supervisors and team leaders
  4. Anyone interested in business and management

What you'll learn

  1. The key components of influence
  2. How to use your personality type in influencing
  3. How to influence by listening
  4. How to influence non-verbally
  5. What negotiation is
  6. The four possible outcomes of negotiation
  7. The Drivers of success in negotiation
  8. How to prepare for a negotiation
  9. How to build rapport
  10. Questions to use in negotiation
  11. How to close a negotiation
  12. What to do if a negotiation gets "stuck"
  13. Specific issues in negotiating a project; a business contract; a job application; and asking for a pay rise or promotion


There are no pre-course requirements.

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