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Negotiation, Influencing & Persuasion Skills

Courtney Associates (Global)
Course summary
2 days
Full time
Next available date: Contact for future dates - Manchester

Negotiation, Influencing & Persuasion Skills


London, Liverpool, Manchester, Leeds, Birmingham

Using a range of practical techniques, this course will teach you a range of concepts, methods and approaches to “persuading” and “negotiating” with other people in a range of formal and informal circumstances and will equip you with the necessary skills to have the ability and confidence to influence a situation to your own benefit and advantage.


This course is targeted at anyone wanting to improve the influence they have over different people & situations in their professional and personal lives.


- Introduction and overview of Influencing, Persuasion & Negotiation

  • Defining Influencing, Persuasion & Negotiation
  • Identifying times when we influence, persuade and negotiate in and outside work, both formally & informally
  • Identifying the key technical & interpersonal skills of influencing, persuading and negotiating

- The Principles and technicalities of Influencing, Persuading & Negotiating

  • A step by step guide to influencing
    • Challenging others’ views
    • Handling objections to your argument
    • Identifying common ground
  • A step by step guide to Persuading
    • Developing a line of reasoned argument
    • Using positive language
    • Planning your argument
    • Asserting yourself
  • A step by step guide to Negotiation
    • Defining what you want from the negotiation
    • Planning to Negotiate
    • The importance of “variables” in any negotiation
    • The importance of “power” in any negotiation
    • Structuring a negotiation meeting
    • Negotiation styles and techniques
    • Moving to a “Win Win” solution – myth or reality
    • Tactics, tools and techniques of negotiation

Skills Exercise
Opportunity to put all of the day’s learning into practice through a Negotiation, Influencing and Persuasion simulated exercise


- The Interpersonal Skills of Influencing, Persuading & Negotiating

  • Maximising your communication skills when Influencing, Persuading & Negotiating
  • The power of words, tone of voice and non-verbals when Influencing, Persuading & Negotiating
  • Using Assertive Behaviour to ask for what you want
  • Making a compelling case for something you want
  • Managing resistance and conflict
  • The importance of questioning and listening in Influencing, Persuading & Negotiating
  • The importance of “Rapport”, “Connecting” “Self Presentation”and “charisma” in Influencing, Persuading & Negotiating

- Understanding Others in the Context of Influencing, Persuading & Negotiating

- Identifying your natural negotiating style

Skills Exercise
Opportunity to put all of the programme’s learning into practice through a final Negotiation, Influencing and Persuasion Simulated exercise

Suitability - Who should attend?

Suitability - Who should attend?This course is targeted at anyone wanting to improve the influence they have over different people & situations in their professional and personal lives.

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Provider: Courtney Associates (Global)

Courtney Associates - Management and Training Consultancy, Public and Bespoke Training

Courtney Associates (Global)

Courtney Associates is a leading Management Development & Training Consultancy that has specialised in providing training solutions to both businesses and individual learners for the past 30 years. We offer a full range of Public Courses that are delivered in...

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Contact information for Courtney Associates (Global)

Courtney Associates (Global)

Station House
WA2 7TT Warrington

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