Negotiating and Influencing Skills for Senior Managers

Drawing on the latest research and best practice, this practical programme develops your ability to analyse, plan and manage successful negotiations. It encompasses frameworks for predicting and influencing behaviour throughout the negotiation process, techniques for resolving conflict, and skills for working collaboratively to maximise organisational performance outcomes and relationships.

Who is the programme for?

Senior managers in key decision-making roles, actively engaged in activities such as:

■ Business development

■ Sales

■ Consulting

■ Strategic marketing

■ Dispute resolution and consensus building

■ Entrepreneurship

■ Finance

■ Managing strategic alliances and business partnerships

■ Purchasing/procurement

NB. The programme is not suitable if you are a negotiation specialist who participates in very high-level, content-focused negotiations as your key role, e.g. if you are an M&A specialist.

Programme focus

■ Understanding your personal negotiation style and how to play to your strengths

■ The psychology and behavioural aspects of effective negotiations

■ Skill strengthening through coaching and practical exercises

Key benefits

■ Negotiate effectively with multiple opponents, issues and constraints through proven strategies, frameworks and research developed by our world-leading faculty

■ Gain a deeper understanding of your personal negotiation style and how to best play to your strengths in different environments and situations

■ Develop the skills to consistently negotiate successful outcomes

■ Improved ability to predict and influence your opponent’s behaviour

■ Effectively resolve and manage conflict within and between organisations

■ Become a more confident negotiator who can take calculated risks