Negotiation and Influencing Skills
Learn from the experts and fine tune your negotiation and influencing skills in 3 days.
This highly interactive programme will enable participants to discover insights into their own personal negotiation skills. Explore key negotiation tools and theories and critically, how these can be applied in the real world. Themes such as ethics, emotional intelligence, cross cultural and online negotiations will be explored.
Our programme features two special guest speakers; Paul Fisher, Director of the Oxford Programme on Negotiation and a specialist police Hostage and Crisis Negotiator from the Police Service of Northern Ireland, who shall be focusing on the cutting edge of negotiation and influencing strategies and techniques and sharing their varied experiences.
Key Takeaways and Benefits
The programme is aimed at leaders and managers at all levels who are interested in increasing their negotiation skills with their clients, colleagues, buyers, staff, direct reports or line managers.
Participant Profile
Learn techniques and tactics to cut your best deal.
For managers and leaders at all levels.
Participants will develop and gain;
- An awareness of their personal negotiation style
- Personal insights from Thomas-Kilmann Conflict Mode psychometric test
- An understanding of key negotiation theories and how to apply them in the real world
- Practical negotiation skills to enable them to build rapport, influence and persuade others
- An overview of the importance of ethics and cross cultural negotiations
- Develop your negotiation skills with our simulation exercises. Learn practical tips and feedback and gain tools to negotiate, influence and impress in the online world
What are past participants saying about this programme?
“I really enjoyed my time completing this Negotiation and Influencing Skills Programme at the William J. Clinton Institute. The programme added expert theory and practical knowledge together into an easily digestible course that provides a strong foundation on which to build both knowledge and practical experience of negotiating and influencing when it matters. I would highly recommend this course to anyone who uses negotiation and influencing skills in their day-to-day work. You will not regret it.” Dale Pankhurst - Belfast City Councillor, Belfast City Council
"I am delighted to recommend the course on Negotiating & Influencing skills and in particular Enda's delivery of the course. As the weeks progressed, I looked forward to setting aside the time to learn and practice these skills. The guest speakers were inspirational and informative and Enda is a gifted instructor with an ability to listen and tailor the content for each participant. I have developed skills that I have already implemented within my business and thoroughly enjoyed my time on this course." Paula O'Neill, Managing Director Apcon (NI) Limited
Class Format and Dates
This is a 3 week blended learning programme. Experience two days on campus at The William J. Clinton Leadership Institute at Riddel Hall, Queen’s University Belfast, and one day delivered online from our live, interactive classroom.
Our Clinton Leadership Institute Learning Management System will support your learning throughout with videos, podcasts and reading materials.
FEES |
DATES |
TIMES |
MODULES |
DELIVERY MODE |
| £1250 | 02/11/2022 | 09:00-16:30 |
Module 1: Personal Negotiation Styles Module 2: Negotiation Theories |
On Campus |
| 16/11/2022 | 09:00-16:30 |
Module 3: Influencing Skills and Online Negotiations Module 4: Cutting Edge Negotiation Perspectives |
Online | |
| 23/11/2022 | 09:00-16:30 |
Module 5: Negotiation Skills Practice Module 6: Overcoming Difficulties and Cross Cultural Negotiations |
On Campus |
The Programme at a Glance
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Module 1: Personal Negotiation Styles |
This module looks the nature of conflict and cognitive biases and distributive and integrative negotiation strategies. We will explore the results from your Thomas-Kilmann Conflict Mode Instrument assessment. |
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Module 2: Negotiation Theories |
This module will examine in depth key negotiation theories; BATNA, ZOPA, Reserve point, Position/Interests/Needs and the role of emotions and emotional intelligence in negotiations. |
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Module 3: Influencing Skills and Online Negotiations |
During this module we will have live input from a specialist police Hostage and Crisis Negotiator from the Police Service of Northern Ireland. We will also examine best practice for online negotiations. |
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Module 4: Cutting Edge Negotiation Perspectives |
During this module we will be debriefing a case study and having input and conversations with Paul Fisher, Programme Director of the Oxford Programme on Negotiation. |
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Module 5: Negotiation Skills Practice |
This module will be spent in pairs in virtual breakout rooms working on a negotiation simulation from Harvard. |
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Module 6: Overcoming Difficulties and Cross Cultural Negotiations |
This final module will examine common issues and difficulties during the negotiation process and leave you with tools on how to overcome them. We will also explore cross cultural negotiations. |
Programme Faculty
Our Negotiation & Influencing Skills Programme is delivered by our accomplished programme director Enda Young. Enda is a highly experienced trainer and experiential learning facilitator, delivering programmes internationally for the Leadership Institute. Enda helps companies to build and optimise their leadership capabilities, driving organisational performance through their people. Enda is a negotiation and conflict resolution specialist and is particularly interested in improving resilience and communication skills to empower leaders through challenging times. Enda is a qualified executive coach and energises participants with his high energy, motivational, real world approach.
Paul is an Associate Fellow and Director of Negotiation at Saïd Business School at University of Oxford, and joins us for Cutting Edge Negotiation Perspectives module on Day 5. Paul has over 20 years’ experience in the field of communications, education and capacity building, helping private and public sector organisations to achieve their full potential. He has worked alongside some of the world’s best-known organisations across multiple sectors. Paul also a certified business coach and cross-cultural trainer.
Our programme features a Specialist Police Hostage and Crisis Negotiator from the Police Service Northern Ireland.
Keep up to date
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