Influence, Persuasion, Negotiation

Course Overview

Influence, Persuasion, Negotiation is designed to achieve your organisational goals by giving your sales, purchasing, finance, and management teams an extra-ordinary competitive communicating and negotiating advantage by moving people from the skills taught within traditional negotiation courses, to a new level of artistry, enabling your teams to understand the structure of powerful persuasion.

Why Attend:

Effective influence, persuasion and negotiation is much more than pushing the other party into a corner, it's about elegantly influencing the other party to positively take on a new perspective, and then feel good about the outcome. Negotiators will understand the power of reading peoples' non-verbal behaviour, how to maintain agreement and how to subtly "back off" at various points in the negotiating process.

Participants will learn powerful NLP patterns of influence that are discreetly persuasive. They will learn the importance of reading and influencing non verbal responses in the negotiation process.

What You Will Learn:

• How to build and maintain superb rapport at all times throughout the negotiation
• How taking on the essential patterns of professional negotiators can leverage your deals
• How to plan and prepare for negotiations
• How to harness the 93% of communication that is non-verbal
• How to maintain agreement, even when there are opposing perspectives present
• How to identify when and how to "back off" to let the other party come forward
• How to utilise high leverage points by being aware of the other party's personality type
• How to maintain a peak state of awareness for negotiation
• How to use advanced probing skills
• How to overcome objections and obstacles
• How to understand group dynamics and roles
• How to use negotiation strategies to achieve tasks, objectives and outcomes
• How to avoid negotiation traps and pitfalls
• How to use language to influence and persuade
• How to separate people from issues
• How to assign the optimal roles to negotiation team members for maximum effectiveness
• How to resolve conflict and manage difficult people with ease
• How to achieve goals through negotiation

How The Course Is Structured:

Participants will set their individual outcomes and learning goals at the beginning of the course in order to maximise the learning experience and will benefit from an experiential and pragmatic approach to learning. The course will provide a balance of presentation, demonstration and experiential exercises.
The coaching and feedback loop will be used to give self and others feedback on their learning and development.

You Will Be Able To:

• Build and maintain superb rapport at all times throughout the negotiation
• Taking on the essential patterns of professional negotiators
• Plan and prepare for negotiations
• Harness the 93% of communication that is non-verbal
• Maintain agreement, even when there are opposing perspectives present
• Identify when and how to "back off" to let the other party come forward
• Utilise high leverage points by being aware of the other party's personality type
• Maintain a peak state of awareness for negotiation
• Use advanced probing skills
• Overcome objections and obstacles
• Understand group dynamics and roles
• Use negotiation strategies to achieve tasks, objectives and outcomes
• Avoid negotiation traps and pitfalls
• Use language to influence and persuade
• Separate people from issues
• Assign the optimal roles to negotiation team members for maximum effectiveness
• Resolve conflict and manage difficult people with ease
• Achieve goals through negotiation