Course programme

Course Title: Influencing and Negotiation Skills

Day 1

Session	Content
1	Welcome and Introductions Aims and Outline of Course Personal Introductions and Learning Objectives
2	Influencing What is influencing? Who do you influence? Examining your current practice Model for influencing
3	Knowing yourself Who are you? What is your position?
4	Know who you are influencing? What is their position The nature of your relationship
5	Examining techniques Four influencing communication styles When to use them Associated key skills
	LUNCH
6	Practice session Use the influencing styles and skills
7	Non verbal communication and the voice The importance of body language The Voice: Tone, Pace, Volume, Pitch and Pause
8	The influencing plan Deciding what and how will you do it
9	Practical activity
10	Summary of Day 1

Day 2

Session	Content
11	Review of Day 1 key lessons learned
12	Context for negotiations The process of negotiation and when to use it Current negotiations - Who with, Purpose, Own Role Group exercise - setting the context
13	Negotiation Skills Communication Listening Questioning Body language Influencing and persuding
14	Structure of Negotiations Using a four phase model Preparation Debate Proposing Bargaining
15	Negotiation practice 1 Group negotiation practice
	LUNCH
16	Negotiation strategies Assessing the opposition Determining your strategy
17	Handling conflict Thomas Kilmann Model Implications for negotiation
18	Negotiation practice 2 Put learning into practice
19	Plenary session Action planning Summary and Evaluation

Training programmes

Contact:

info@eglinton.co.uk

Telephone:

0131 623 2343