• What is negotiation & Influencing

• Key skills to negotiation & Influencing

• Utilising Communication
• Planning negotiation & Influence
• NLP and negotiation & Influence
• Negotiation & Influence tools and techniques
• Negotiation and power
• Dealing with difficult situations and
Manipulation Professionally
• Different levels of negotiation & Influence
• Self assessment of personal style

Negotiation
Negotiation skills
Starting to Negotiate
Ineffective Negotiation
Exercise
Effective Negotiation
Preparing yourself
Traditional Negotiation
Formal Negotiation ; Informal Negotiation

Modern Negotiation
Identifying Possible Outcomes
Then classifying priorities
What is influencing?
When it fails
Influence Exercise
Why is influencing important
Influencing is and is not about
The Levers Of Influence
Pull Skills

Creating rapport

Neuro-Linguistic Programming
Exercise – Know your self
NLP
Generic
Visual
Auditory
It just doesn't feel right

Authentic Listening
Barriers to Listening
Dialogue of the deal
• Experience
• Familiarity
• Skim Listening
• Attention span
Pull Levers
Assertiveness
Recognising Assertiveness
Power In Negotiation
Influencing & Power
Negotiation Strategy
Opening Exploration Create movement
Create Closure Finish

Strategy Steps
Agree Boundaries
Deny the need
….
Opening Negotiation
Exploration
Identify
• Needs
• Wants
• Interests
….

Create Movement
Firming Up Proposals
Create Closure
Closing
Failing Negotiation
Approaches to Resolve Conflict
Facilitation – Conciliation or mediation – Advocacy

Outcomes From Negotiation

Stages to Successful Negotiation
A successful Negotiator can ...
Things to think about
Developing an Action Plan
Features of Negotiation
The Process of Negotiation
Improving your Negotiating Skills
Creating Rapport
Effective Negotiation Skills
Effective Listening Techniques
Effective Listening Techniques
Power Negotiation
Steps
Need Based Negotiation
BENEFITS OF INTEREST-BASED BARGAINING
When Is Interest-based
Bargaining Used
Planning the Negotiation
Why we use Negotiation
Barriers to Negotiation
Rules for Negotiation
Issues in Negotiation
Negotiation Strategy Matrix
The Win-Win Approach to
Negotiation
Breaking Deadlock
Yes Sets
BATNA