Negotiating and Influencing Skills for Senior Managers
Content
The Negotiating and Influencing Skills for Senior Managers programme will provide you with a bespoke negotiation framework that works for you. Our world-leading faculty and guest speakers provide you with proven negotiation strategies, the latest research and one to one coaching sessions which allow you to discover and strengthen your personal negotiation style. These core elements combined with a truly diverse, international peer learning experience enable you to formulate strategies and a personal action plan that fit your style and the specific negotiation environments in which you operate.
The Learning Experience
During the programme we provide you with skills for preparing for negotiations, analytical approaches to predict opponent behaviour and to practice tried and tested tactics for creating and claiming value using negotiation simulations. The simulations will also supplement the coaching sessions in the evaluation of your core styles, strengths and weakness.
The programme uses underlying theory and the latest research to further highlight and develop concepts in the broad area of negotiation and conflict resolution including the behavioural aspects of decision making and negotiations. The programme will also cover strategies to analyse and plan for negotiations, tactics to manage the negotiation process and frameworks to incorporate a range of situations. 
The programme will examine the following four broad categories of negotiations.
- Two party distributive
- Two party integrative
- Multi-Party negotiations
- Inter-group negotiations
For each of the categories we will explore the following issues.
- Preparation -
- Alternatives
- Parties
- The Negotiation plan - Issues / order / priorities
- Relationships
- Strategies - Scoring systems
- At the bargaining table
- Opening
- Exchanging information
- Persuasion and influence tactics
- Closing the deal
For further information download this leadership development programme request a brochure. Alternatively email Mayo Dordi in our dedicated client services team or phone her on +44 (0)20 7000 7384
The Negotiating and Influencing for Senior Managers Programme Overview
| Sunday Evening |
- Welcome and introduction
| Monday |
- 2-Party distributive negotiations
- Individual differences, personality, and negotiation styles
| Tuesday |
- 2-Party multiple issues integrative negotiations
- Small group and one to one coaching sessions
| Wednesday |
- Conflict resolution
- Decision biases
- Small group and one to one coaching sessions
| Thursday |
- Influencing skills in multi party negotiations
- Inter group negotiations
| Friday |
- Inter group negotiations
"This programme will help participants understand their unique negotiating style with a view to help them formulate strategies that work with their style and specific negotiating environment."
Madan Pillutla, Programme Director
