Influence and Negotiation



Influence and negotiation

Influence and Negotiation Overview

Your ability to influence your customers lies in your communication skills. To successfully influence people and negotiate great outcomes, you need to effectively consider, connect, consult, communicate and commit. In today’s professional environment, it is important to know how to positively influence others. When you talk to clients and prospects, your message must be delivered interestingly and comprehensively.

Our influence and negotiation training workshop is customised to address your organisation’s specific requirements, and use an interactive approach designed to meet the learning styles of participants, regardless of their level or position within the organisation.  


Influence and Negotiation Course Content

  • Introduction to influence and negotiation.

  • Knowledge sharing: best tips and techniques from the group.

  • Assess your personal skills: gain awareness of your negotiation and influencing skills’ strengths, weaknesses and blind spots.

  • Identify the core skills and competencies you need to develop powerful and ethical influencing and negotiation skills.

  • Get introduced to the DISC profile assessment tool to better understand yourself as well as others.

  • Case studies: use the DISC to analyse and understand past challenging situations and why you ‘failed’ to positively influence or negotiate. 

  • The art of influence: influence and persuasion.

  • Get introduced to different influencing styles.

  • Understand the psychology behind influencing.

  • Know how to build instant rapport with prospects, customers and clients.

  • Learn to implement the right style based on people and situations.

  • Discover techniques to better understand your audience and interlocutors.

  • Remain flexible and adjust your style to different people and circumstances.

  • Practise with case studies.

  • Win awareness of non-verbal signals when sending and receiving messages.

  • Practise key communication techniques: the art of rephrasing and the art of questioning.

  • Develop partnerships with your customers and teach them to ‘help them help you’.

  • Understand the negotiation behaviours in yourself and others.

  • Get introduced to different negotiation styles.

  • Understand the psychology behind negotiation.

  • Learn to implement the right style based on people and situations.

  • The ZOPA: a zone of possible agreement.

  • THE BATNA: the best alternative to a negotiated agreement. 

  • Become familiar with the FAB model to better understand the reason why the customer buys your product or service.

  • Boost your assertiveness and natural leadership to positively influence people and negotiate.

  • Conquer presentation nerves and speak with confidence

  • Take the lead to clearly and concisely announce your action plan.

  • Get ready to handle objections effectively.

  • Develop emotional intelligence competencies focusing on empathy.

  • Find out options and solutions to face typical challenging situations.

  • List the dos and don’ts to address challenging situations and customers.

  • Complete and structure the theory: guide to handle difficult clients and conversations.

  • Know how to close a negotiation and gain commitment.

  • Highlight your learning keys and structure your action plan.

  • Develop more effective communication skills when sending and receiving messages to reduce misunderstandings and miscommunication with clients and other stakeholders.


Various resources: Debates, role-plays, case studies, real-life scenarios, games, exercises, photos, video practice…

Designed For

This Influence and Negotiation online workshop will benefit all team members and leaders from a variety of backgrounds, industries and skill levels who wish to strengthen their game when influencing and negotiating. Participants will learn keys and techniques to better influence others. This online training workshop in real time will be customised to address your organisation’s specific requirements, and will use an interactive approach designed to meet the learning styles of participants, regardless of their level or position within the organisation.


  • Motivation

  • Positive attitude

  • Smile

Related Articles


EQ vs. IQ — Why emotional intelligence is just as important for success

Do you know how to read body language like an expert? The surprising truth about non-verbal communication

Do you master the essential 5 Soft Skills for career success?

Click to see the articles