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Course Outline
Foundations of Ethical Influence
- Differentiating influence from persuasion, manipulation, and traditional command-and-control leadership styles
- Mapping stakeholder landscapes and identifying optimal leverage points for driving change
- Recognizing personal influence style preferences and adapting to audience dynamics
- Group exercise: Mapping influence networks and impact pathways in real workplace scenarios
The Six Drivers of Influence in Practice
- Applying reciprocity, commitment, social proof, authority, liking, and scarcity within modern organizational contexts
- Guidelines for ethical application to maintain trust, credibility, and long-term relationships
- Identifying cognitive biases and emotional triggers that can undermine persuasive efforts
- Guided role-play: Applying specific influence principles to cross-functional requests and stakeholder alignment
Shifting to Strategic Negotiation
- Defining negotiation in contrast to compromise, avoidance, escalation, or delegation
- Establishing clear objectives, priorities, and non-negotiable bottom lines before engagement
- Transitioning from positional bargaining to interest-based problem solving
- Workshop: Drafting a negotiation objective sheet tailored to a current workplace challenge
The Step-by-Step Negotiation Process
- Preparation phase: Gathering data, defining BATNA/WATNA, and anticipating counterarguments
- Information exchange phase: Strategic questioning, active listening, and pattern recognition
- Bargaining phase: Anchoring techniques, concession mapping, and value-creation strategies
- Closing phase: Securing mutual agreement, documenting terms, and establishing accountability
- Guided walkthrough: Building a complete negotiation roadmap using a standardized planning framework
Advanced Tactics: Bargaining, Closing & Agreement
- Managing emotional triggers and de-escalating tension during high-pressure discussions
- Recognizing and responding to tactical behaviors, stalling tactics, and hidden agendas
- Structuring mutually beneficial agreements that preserve relationships and drive results
- Practice drill: Conducting a live negotiation simulation with peer feedback and facilitator coaching
Navigating Deadlocks & Exploring Alternatives
- Identifying when to pause, walk away, or escalate to structured mediation
- Designing fallback options and contingency planning without damaging strategic partnerships
- Leveraging third-party facilitation, neutral oversight, and formal resolution pathways
- Case analysis: Resolving impasses in budget approvals, resource allocation, and vendor disputes
Real-World Application & Skill Integration
- Translating learned frameworks into a personalized influence and negotiation playbook
- Establishing feedback loops, reflection habits, and continuous improvement practices
- Addressing common pitfalls: over-communication, anchoring bias, premature concession, and emotional reactivity
- Final activity: Presenting a customized negotiation strategy and receiving targeted, actionable coaching
Requirements
Course Benefits & Learning Objectives
Upon completing this program, participants will gain the ability to:
- Articulate the fundamental principles of influencing
- Recognize workplace scenarios where influencing techniques can be applied
- Negotiate with assurance
- Implement the win-win principle in negotiations
- Prepare and conduct negotiations using a structured, step-by-step approach
Who Should Attend
This course serves as an introduction for any professional whose role involves negotiation. It is particularly ideal for:
- Management & Team Leaders
- Sales, Marketing & Business Development Professionals
- Customer Care & Account Management
- Project Coordinators & Cross-Functional Collaborators
7 Hours
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