This course focuses specifically on how to influence and negotiate upwards.  It teaches you the personal skills of maintaining composure to achieve meaningful negotiations with people at a more senior level and how to plan negotiation with minimal risks to you whilst developing a contingency plan. You will learn how to analyse and draw on the sources of power in an organisation to increase your influence, and how to apply different styles to suit different individuals and situations. We will introduce you to a comprehensive framework that covers the entire process from how to prepare for a negotiation, to concluding an agreement to accomplish a positive result for both sides.

You will also have the opportunity to analyse your own stakeholders and will leave with an action plan for influencing and negotiating in the situations you have identified as important.

This course is suitable for anyone who needs to influence and negotiate with senior decision-makers and stakeholders, particularly in situations where they may have no direct authority.

By the end of this course you will be able to:
  • Identify the sources of power in an organisation and use these to increase your influence
  • Identify the different social styles and explain the impact they have on approaches to influencing
  • Use your understanding of social styles to positively impact your personal influencing situations
  • Clarify the difference between transactional and collaborative negotiation 
  • Explain the four processes for successful negotiations 
  • Describe what a BATNA (Best Alternative To a Negotiated Agreement) is and how it is used to achieve success in a negotiation