Influencing and Negotiation Skills
COURSE
Topic Area
Course Length
6 hoursCourse Level
Course Preview
Audience
Managers and team leads
Sales and account teams
Procurement and commercial
Project and PMO professionals
Defining Influencing and Negotiation
Explore the differences and supporting interpersonal skills.
The Push/Pull Model of Influencing
Use the four influencing styles effectively.
Approaches to Negotiation
Competitive versus co-operative approaches.
The Five Negotiation Styles
Withdraw, Accommodate, Compromise, Defeat, Collaborate.
Power-Bases in Negotiation
Sources of power and authority and how to use them.
Five-Stage Negotiation Strategy
Prepare, Discuss, Propose, Bargain, Gain Agreement.
Practical Exercise and Action Planning
Apply the strategy to a real or tailored scenario.
Course Outline
Learning Outcomes
- Define negotiation and influencing and describe the differences between them
- Identify relevant interpersonal skills which contribute to successful negotiation and influencing
- Identify four influencing styles and how to use these effectively
- Identify five negotiation styles and when to apply them
- Use practical techniques and skills for achieving a ‘win-win’ outcome
- Apply a five-stage strategy for negotiating effectively
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Enhancing Decision Making Skills in the Workplace
Make faster, clearer, better-judged calls at work. You will leave with practical frameworks to cut through bias, weigh options confidently and justify every decision you make.
Driving Successful Changes
Gain the mindset, confidence and practical tools to lead your team through change — engaging people, overcoming resistance, and embedding new ways of working that last.
Developing a Coaching Approach
Shift from directing to enabling. Learn core coaching skills and models that empower your people to take ownership, solve problems and grow in confidence.
Critical Thinking and Creative Problem Solving
Sharpen how you think — combine structured analysis with creative techniques to tackle complex problems, make confident decisions and generate practical solutions you can apply straight away.
Creative Problem Solving
Master a structured six-step approach to creative problem solving and decision making, giving you the tools and confidence to crack problems quickly and choose the best solution.
Creating Psychologically Safe Working Environments
Learn how to build trust, encourage open communication and create a team culture where people feel safe to speak up, challenge and grow.
Delegation Techniques
Gain the confidence and practical tools to delegate effectively, freeing your time, developing your people and driving stronger team performance and organisational growth.
Stakeholder Management: Influence, Engagement and Control
Develop advanced stakeholder management skills to navigate complex environments, influence without authority, and sustain effective engagement across the full project or change lifecycle.
Stakeholder Management Essentials
Build the skills to identify, analyse, and engage stakeholders effectively, driving better outcomes across projects, change initiatives, and operational delivery.
How to be Assertive
Develop the confidence to communicate clearly, set boundaries, and handle challenging interactions professionally while maintaining empathy and positive relationships.
