Negotiating and Influencing Skills – utilising psychological tactics and Emotional Intelligence

Likely Cost: £ 895 for 12 people

“I like to listen. I have learned a great deal from listening carefully. Most people never listen.”
Ernest Hemingway

This a very practical and interactive course has been designed to enhance your ability to negotiate effectively and influence others to achieve results by utilising the powers of Emotional Intelligence and by unleashing strategies and tactics which will give you the Psychological Advantage in any Negotiation. As used by Unite the Union, Unison the Public Service Union and the TUC for disputes and mediation techniques as well as companies such as Vodafone, McAfee, IBM, Siemens, B&Q for Sales Contracts and Purchasing Negotiations.

Here’s a test … if you were given a choice as to which seat you would sit in to conduct a boardroom negotiation – which seat would you choose to give you the psychological advantage over your negotiator?

Get one step ahead of your negotiator by applying these techniques and achieve Mastery at the Negotiation table.

Objectives

To develop a range of practical negotiation and influencing skills to improve own and team performance

Course content

• Analysing people, problems and opportunities
• When and why we can negotiate
• Analyse own communication style
• Analyse own Conflict Style: Thomas & Kilmann
• Working with the 5 styles of negotiators
• Key influencers skills, qualities and identify circles of influence

Key stages of negotiating and influencing

• Setting objectives
• Identify blockers and enablers
• Responding to resistance, objections and attacks
• Types of negotiation
• Using negotiation behaviour chains
• Developing a plan of action

Communication

• First impressions, attitude, the impact of body language and non-verbal communication
• Tuning in to Emotional Intelligence Frequencies
• Applying tactics to give you the psychological advantage
• Awareness of personal communication style
• NLP Communication and Negotiating Techniques / Myers Briggs / DeBono
• Transactional Analysis
• Empathic Listening Concepts
• The communication dynamic
• Behaviour Management

Negotiation tools

• The negotiation process
• Terms of reference
• Negotiation Styles
• The 4 Stages of Negotiation
• The Language of Communication
• Facts v assumptions Positional Bargaining versus Principled Negotiation
• Presenting a clear message
• Dealing with deadlock techniques
• Appreciative Inquiry Techniques – Negotiation Excellence

Click Here to download an Overview of this inspirational Workshop.