2 Day Influencing, Persuading & Negotiation Skills Training

Negotiation is a core skill used in both professional and personal life, from workplace discussions and stakeholder meetings to everyday decision-making. This comprehensive Influencing, Persuading and Negotiating Skills training course provides participants with the confidence, techniques and practical tools required to influence others, negotiate effectively and achieve positive, mutually beneficial outcomes.

Using proven negotiation models, persuasion techniques and influencing strategies, this highly practical course equips delegates with the ability to plan and conduct negotiations, handle resistance and objections, and confidently influence people in both formal and informal situations. The ultimate aim of negotiation is to reach solutions that benefit all parties, and this course focuses on achieving sustainable win-win outcomes.

SUITABILITY – Who should attend?

This Negotiation, Influencing and Persuasion course is ideal for anyone looking to increase their impact, influence and effectiveness when dealing with others. It is particularly suitable for:

• Managers and team leaders

• Professionals involved in stakeholder or client negotiations

• Sales, procurement and business development professionals

• HR and people managers

• Project managers and senior professionals

• Anyone wishing to improve their influencing and negotiation skills at work and in life

COURSE CONTENT

This 2-day negotiation skills training programme combines practical exercises, discussion, case studies and simulated negotiation scenarios. Delegates develop both the technical and interpersonal skills required to influence, persuade and negotiate confidently across a wide range of situations.

Programme – Day 1

Introduction to Influencing, Persuasion and Negotiation

• Defining influencing, persuasion and negotiation

• Identifying when we influence, persuade and negotiate at work and in everyday life

• Recognising formal and informal negotiation situations

• Identifying the key technical and interpersonal skills required for effective negotiation

Principles and Techniques of Influencing, Persuading and Negotiating A Step-by-Step Guide to Influencing

• Challenging others’ views constructively

• Handling objections and resistance

• Identifying common ground to build agreement

A Step-by-Step Guide to Persuasion

• Developing a clear and reasoned argument

• Using positive and persuasive language

• Planning and structuring persuasive messages

• Assertive communication techniques

A Step-by-Step Guide to Negotiation

• Defining objectives and desired outcomes

• Planning and preparing for negotiations

• Understanding variables in negotiation

• Understanding power and leverage

• Structuring a negotiation meeting

• Negotiation styles and approaches

• Achieving win-win outcomes – myth or reality?

• Practical negotiation tactics, tools and techniques

Skills Practice – Day 1

• Simulated influencing, persuasion and negotiation exercises

• Practical application of learning

• Feedback and coaching from the course trainer

Programme – Day 2

Interpersonal Skills for Influencing, Persuasion and Negotiation

• Maximising communication skills during negotiations

• The impact of words, tone of voice and non-verbal communication

• Using assertive behaviour to ask for what you want

• Making a compelling business or personal case

• Managing resistance, disagreement and conflict

• The importance of questioning and active listening

• Building rapport, credibility, self-presentation and personal charisma

Understanding Others in Negotiation

• Using a recognised behavioural tool to understand others

• Identifying how behaviour helps or hinders influence and negotiation

• Adapting approach to different personality and behaviour types

Identifying Your Negotiation Style

• Understanding your natural negotiating style

• Recognising others’ negotiation preferences

• The impact of different styles

• When and how to adapt styles for better outcomes

Skills Practice – Final Exercise

• Advanced simulated negotiation scenario

• Applying the full programme learning

• Individual feedback and development support

Trainer Profile – Tom Courtney

Tom Courtney is a highly experienced Training and Development Specialist with over 27 years’ experience delivering professional training programmes across all industry sectors in the UK and internationally. He specialises in improving individual, team and organisational performance and is recognised for building long-term, effective client relationships.

Tom has designed, developed, delivered and evaluated numerous high-profile programmes, including:

• DTI Business-to-Business Mentoring Initiative

• International Management Programme (Azerbaijan)

• Global Project Management Programme for Offshore Logistics

• Worldwide Quality Management Programme for a major oil contractor

• Level 5 Senior Management Development Programme – UK Fire Service

• Training & Learning Skills Programme – Fire and Rescue Service

• Head Teacher Management Development Programme – North Scotland

A trained Behavioural Analyst, Tom has delivered training throughout Europe, Asia, the USA and the Middle and Far East and has appeared on television as a guest contributor on Training and Development topics.

“I thrive on helping delegates practically understand how to influence, persuade and negotiate in order to achieve better outcomes in both their professional and personal lives.”
Tom Courtney

Delegate Packs

On completion of the course, delegates will receive a comprehensive delegate pack including:

• Course workbooks

• Copies of slides

• Trainer contact details for post-course support

• Certificate of Attendance

Added Value

The course trainer works with each delegate to develop a practical and personalised action plan, enabling immediate application of negotiation and influencing skills back in the workplace.

In-House / In-Company Negotiation Training

This Influencing, Persuading and Negotiating Skills course is available as a public/open course or as an in-house training programme, helping organisations save time and cost. In-company courses can be delivered as standard or customised with organisation- or industry-specific case studies and terminology. Fully bespoke programmes can be delivered anywhere in the UK at no additional cost. A free consultation is available for all in-house programmes.

Government Funding / Grants

Funding of up to 50% may be available for eligible organisations employing between 2 and 249 staff. Please contact us for further details and eligibility criteria.

Customer Reviews

“Fantastic! Really enjoyed the influencing and negotiation session and have a lot to think about. The influencing and negotiation course was interactive and friendly, and I would definitely book another course with Asset Training Academy.”

“Toms training style is great, and I always feel inspired after his courses, Thanks Tom!"

"Tom has an infectious nature and instantly has your attention. I found the influencing & negotiation course very interesting and helpful and would highly recommend.”

“Very enthusiastic, encouraging, engaging influencing & negotiation course trainer. A lot of the influencing & negotiation course material may seem obvious but you are forced to redefine and reconsider communication in a whole new way. The power is already in you. You just need to know how to harness and release it.”

“Really fun, collaborative, enjoyable. The trainer was engaging, knowledgeable and fun.”

“Tom has an infectious nature and instantly has your attention. I found the influencing & negotiation course very interesting and helpful and would highly recommend.”

“Brilliant, I got a lot out of this influencing & negotiation course. There was a lot of group interaction and tailoring to suit our needs. The trainer was excellent, and I’d definitely book another course with Asset Training Academy.”