Aims & Objectives

Our Influencing and Negotiating Skills Course teaches you what influencing is, how to influence in a variety of situations and how to use the techniques to match the challenge as well as the 6 essential stages of negotiation. Using live examples and role play case studies, you’ll learn how to increase your power base and move away from offering without return. You’ll also learn how to plan for and manage a structured negotiation to secure clearly defined objectives.

Note: This is the standard course outline. For in-house training we can tailor the content to your organisation’s 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

We currently deliver all training online to comply with the Government's guidelines.

Online training works well for businesses whose staff are mainly working from home.

It allows us to train all of your staff with the same training needs at the same time. Your people simply log on from home, using details provided in advance by our team.

Choose from Watch and Learn sessions for larger groups or interactive hands on sessions for smaller groups.

When permitted we also offer face to face training at your offices.

All sessions can be customised to a half day or 90 minute sprint session and tailored to fit your needs, covering the topic(s) within a course that are most important to your business.

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