Influence and Persuasion & Negotiation

Once upon a time, when princesses slept on peas and Goldilocks broke in to houses belonging to woodland creatures and ruined their furniture, it was alright to bark orders at people and expect them to do as they were told and then not have to settle out of court for an undisclosed sum when they didn't like it.

Well, no longer.

"People are far more likely to answer with "why do you want me to do that?" rather than ask "what do you want me to do next?"

Being a savvy negotiator has never been more important and as an Edwardian Diplomat once opined; "Good negotiation is the art of letting them have your own way."

This course is about the fundamental principals. The basic, essential building blocks which are at the core of EVERY negotiation, irrespective of whether you’re resolving a dispute with a neighbour or negotiating with a hostage taker (rare in the business world but nevertheless true.)

What the course covers:
The four big mistakes people make
What the pros do
The importance of credibility and trust
Win/lose, win/win, principled and 3-D negotiation techniques
Tactics once at the negotiating table
Preparation before getting to the table
BATNAs, Audit of the barriers to agreement
Body language and how to listen

What your people will know once they have been on it:
How NOT to put their proposition
How to put their proposition
The tactics used by people who do it for a living
The 6 ways in which we are all influenced
How and what to prepare prior to negotiating
When and how to make offers
How to deal with awkward people
How to deal with bullies
How to deal with awkward people
What to do if the other side want play ball