Influencing & Negotiating
// Setting an example is not the main means of influencing another, it is
the only means. //
– Albert Einstein
Discover and strengthen your personal influencing and negotiation styles.
Strong negotiators are essential. Can you obtain more value from your suppliers? How strong are you going to be in the face of yet another price reduction demand from your customers? Negotiation is not simply about being tough; it is about getting the best results for everyone. Now is the time to be a strong negotiator but you also need to keep your customers at the end of the process.
Be cool when planning, delivering and closing negotiations. Learn the skills, confidence and self-awareness required to successfully influence others - internally and externally – to achieve lasting results.
Who's it for?
Managers and directors wanting to enhance their influencing and negotiation skills to communicate more effectively both inside and outside the organization. Also suitable for all managers involved in contract agreements.
What does this course cover?
The successful leader builds and maintains contacts within and outside the organization, challenges conventional thinking and introduces new perspectives. Influencing and negotiations have a lasting impact on organizational performance and culture. Yet, we tend to negotiate without preparation, resulting in poor outcomes and unworkable relationships. This course explores the need for effective influencing skills, considers influencing strategies and explores best practice negotiation practices.
- Mapping your preferred influencing style
- Identifying strengths and limitations
- Preferred behaviour characteristics
- The negotiating process, including buyer and seller strategies and planning for negotiation
- Negotiation phases, including recognition signals
- Making and controlling concessions
- Managing the finish/closing the deal.
How will I benefit?
By the end of this course you will be able to:
- Support good communication within and across departments
- Map preferred influencing style and highlight individual strengths and weaknesses
- Fully appreciate the role of the successful influencer
- Understand the overall negotiation process
- Develop strategies to manage situations and personality types
- See negotiation from the “other side”
- Feel confident in a negotiation situation
- Develop a negotiation control strategy
How will my business benefit?
- More enthusiasm and motivation generated in those you influence in the workplace
- More confidence in handling internal and external negotiations
- Stronger, more capable managers.
What makes this Toolkit course special?
- The chance to test best practice through realistic simulations, review and test the latest thinking on strategic issues
- A participative and interactive course where you have the opportunity to role play business scenarios
- The inspirational surroundings of the Heaton Mount Executive Education Centre to stimulate your creativity and give you new perspective.