Influencing & Negotiating

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.

Bradford University School of Management, Emm Lane, Bradford BD9 4JL
Tel: +44 (0)1274 234393 Fax: +44 (0)1274 546866 E-mail: management@bradford.ac.uk
The School of Management is a school of the University of Bradford - Order a University prospectus - Disclaimer

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