This programme works through identifying what is influencing and how to use the techniques to match the nature of the challenge. The 6 essential stages of negotiation, focusing in depth on the critical preparation stage. Using live examples and role play case studies, the participants will increase their power base and move away from offering without return.


Participants will learn how to influence in a variety of situations. Plan for and manage a structured negotiation to secure clearly defined objectives.

Please note this is the standard course outline. For in-house training we can bespoke this course to your specific needs.

What will I learn?


Learn how to:

  • What is influencing?
  • Identifying your own preferred style
  • Influencing techniques – calibrate, pace and lead
  • Types of influencing styles and using the correct style to match the nature of the challenge
  • Adopting a strategic approach to influencing

Differences between Selling and Negotiating

Learn how to:

  • Selling, negotiating and offering
  • The 5 steps of structured negotiation

Signal and Proposal

Learn how to:

  • How to structure a proposal

Preparation and Planning

Learn how to:

  • Power analysis; situational power and sources
  • Setting objectives. BATNA and concessions
  • Identifying variables to map out areas of negotiation
  • Planning Tool

Discuss and Agree

Learn how to:

  • Understanding the needs
  • The 13 key behaviours required


Learn how to:

  • How to navigate bargaining without offering


Learn how to:

  • The key steps

Securing the Result

Learn how to:

  •  Closing methods
  • Tactics and dirty tricks – how to handle

How we deliver

Training can be delivered in either of the following ways:

  • Online

    Online training is ideal if you have staff in different geographical locations who have the same Microsoft or Adobe training requirements.

    Our expert trainers can deliver Watch and Learn sessions to up to 100 people. Alternatively, they can produce an interactive session that allows delegates to complete practical exercises within the Microsoft or Adobe apps of your choosing.

  • Face to face

    Choose from one or half day training sessions or our popular 90-minute Sprint sessions, which can be delivered in your offices or at another location of your choice.

    All we need is a room with a table and chairs and we look after the rest. We can even provide laptops and a projector should you not have spare IT equipment to use.

Sprint learning

Short on time, but still want to boost staff performance?
Book a Sprint Session!

Each Sprint Session follows a 90-minute format for ultra-focused team learning.

Pick a topic, tell us what you want to achieve from your session, and we’ll put together a short, fun, entirely bespoke programme that meets the needs of your team.

Designed to cater for 10-15 delegates at a time

Developed by our team to cover the subject matter of your choice

Delivered online or face-to-face

Stay up to date

Subscribe to our mailing lists:

I would like to receive the following emails:
Mailing lists

We are collecting your email address to send you the emails you select above and we require your consent. By clicking the Subscribe button, we are treating this as your consent. To withdraw your consent, please use the unsubscribe option at the bottom of the received email(s)