Introduction

Effective negotiation and influence skills are essential for managers to achieve their objectives, foster relationships, and drive organizational success. This course is designed to equip participants with the tools and techniques necessary to negotiate effectively and influence others in various contexts. Participants will explore the principles of negotiation, strategies for persuasion, and the psychological aspects of influence. Through interactive discussions, case studies, and practical exercises, this training will empower managers to enhance their negotiation and influence capabilities.

Objectives

By the end of this course, participants will be able to:

1. Understand the key concepts and principles of negotiation and influence.
2. Prepare effectively for negotiations by identifying objectives and strategies.
3. Utilize various negotiation styles and tactics to achieve desired outcomes.
4. Develop skills for building rapport and trust with stakeholders.
5. Apply persuasion techniques to influence others positively.
6. Manage conflicts and challenges that arise during negotiations.
7. Evaluate negotiation outcomes and learn from experiences.

Who Should Attend

This course is ideal for:

• Managers and team leaders involved in negotiations and decision-making.
• Professionals seeking to enhance their negotiation and influence skills.
• Employees in sales, procurement, and stakeholder management roles.
• Anyone interested in improving their ability to negotiate and influence effectively.

Day 1: Introduction to Negotiation and Influence

• Topics Covered:
  • Definition and Importance of Negotiation in Management
  • The Psychology of Influence: Understanding Human Behavior
  • Overview of the Negotiation Process
• Activities:
  • Group discussions on personal negotiation experiences.
  • Case study analysis of successful negotiation strategies.

Day 2: Preparing for Negotiation

• Topics Covered:
  • Setting Objectives and Identifying Interests
  • Researching and Understanding the Other Party
  • Developing a Negotiation Plan: Strategies and Tactics
• Activities:
  • Workshops on creating a negotiation plan for real-world scenarios.
  • Role-playing exercises to practice preparation techniques.

Day 3: Negotiation Techniques and Styles

• Topics Covered:
  • Different Negotiation Styles: Collaborative, Competitive, and Compromising
  • Effective Communication Techniques in Negotiation
  • Managing Emotions and Building Rapport
• Activities:
  • Group exercises to identify and practice different negotiation styles.
  • Role-playing scenarios to enhance communication skills during negotiations.

Day 4: Influencing and Persuading Others

• Topics Covered:
  • The Art of Persuasion: Techniques and Strategies
  • Building Trust and Credibility to Enhance Influence
  • Using Non-Verbal Communication to Influence Effectively
• Activities:
  • Workshops on developing persuasive messages and presentations.
  • Group discussions on real-life influencing challenges.

Day 5: Conflict Resolution and Evaluating Outcomes

• Topics Covered:
  • Strategies for Managing Conflict in Negotiation
  • Evaluating Negotiation Outcomes: Success Metrics and Feedback
  • Continuous Improvement in Negotiation Skills
• Activities:
  • Development of personal action plans for improving negotiation skills.
  • Group presentations on negotiation experiences and lessons learned.