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Negotiation Resources

Negotiation and Influence Training

We Can Work It Out: Negotiating with Influence and Persuasion

Course Outcomes

This influence and negotiation skills course will:

  • Prepare participants to use their influence to achieve their negotiation objectives.
  • Show participants how to present their viewpoints in a variety of ways.
  • Outline a methodology for presenting arguments.
  • Suggest several tactics for persuading and influencing others.

Available Formats

  • Half-Day Course
  • One-Day Course

Course Overview

The average workday is made up of a series of negotiations over issues such as time, resources, buy-in, and so forth.

Those who can effectively make and present a case for their interests and ideas generally get more of the right things done, use resources effectively, and enjoy their work more.

This negotiation and influencing skills program focuses on issues beyond money and purchasing. Instead, it encourages collaboration and problem solving around "fuzzier" issues such as deadlines, workload, and scope. The course provides a solid framework for critical thinking and persuading others to willingly agree to what is asked of them.

Program Objectives

At this program's conclusion, participants should be able to:

  • Explain the difference between influence and coercion.
  • Encourage others to initiate changes.
  • Use different questioning techniques during negotiations.
  • Gain support for and commitment to ideas and decisions.
  • Collaborate instead of conflict with others.
  • Influence and support existing relationships.

The following outline highlights some of the course's key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of the participant materials prior to the session(s).

Workshop Outline

We Might Fall Apart Before Too Long: Understanding the Importance of Influence
This negotiation skills and influence program begins with a discussion about the importance of influence, who we influence, and the consequences of not reaching a mutually agreeable outcome.
 
Try to See It My Way: Presenting Your Point of View
A well-though-out argument has more clout than one based on poor logic, greed, anger, or worse. During this segment of the program participants will have an opportunity to craft and present points of view based on case studies and/or work-related situations they bring to class.
 
So I Will Ask You Once Again: Following Five Steps for Negotiation with Influence
This portion of the course explores five steps to effective influence and persuasion. Participants will have the opportunity to watch an engaging video that highlights the five-step negotiation process: defining objectives, building a case, presenting a case, requesting commitment, and agreeing to action. At the conclusion of the video they will spend several hours applying those steps to their own workplace challenges.
 
Only Time Will Tell: Gearing Up to Persuade
In this final program segment, participants will craft an action plan for putting their influencing skills into practice.

By the conclusion of this program participants should have a solid understanding of the steps they should take to negotiate with, persuade, and influence others.

Question the Page Answers About Negotiation Skills Training

  • Where can I find a negotiation course that doesn’t focus on money or price negotiation?
  • Who offers a course on influencing skills?
  • Where can I find an onsite negotiation seminar or workshop for my team?
  • I need a half-day negotiation skills program delivered at my office.  Where can I find this?
  • Who offers influencing skills training?

NEGOTIATION AND INFLUENCE TRAINING
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