Negotiation, Influencing & Decision Making for Leaders
Core Business Skills for managers, executives and professionals
Duration
5 Days
Format
Classroom &Online
Fee From
$2,950
Scheduled Dates
No sessions of this type are scheduled.
Introduction
- Principled and competitive negotiation strategies
- Preparing for negotiations: interests, BATNA and walk-away points
- Influencing and persuading without formal authority
- Structured decision-making and avoiding cognitive bias
- Group decisions, consensus building and managing conflict
Objectives
- Plan negotiations by identifying interests, options, BATNA and walk-away points
- Apply both collaborative and competitive negotiation strategies
- Manage tactics, pressure and deadlock at the negotiating table
- Influence stakeholders using a range of persuasion approaches
- Build credibility, trust and lasting working relationships
- Apply structured decision-making tools to complex problems
- Recognise and reduce the impact of cognitive bias on decisions
Training Methodology
Organisational Impact
- Better commercial outcomes in contracts, procurement and partnerships
- Faster agreement and fewer escalations between teams and functions
- Stronger stakeholder support for key initiatives
- More consistent, transparent and well-reasoned decisions
- Reduced risk from poor or biased decision-making
- Leaders who build long-term relationships with clients and partners
Personal Impact
- Prepare for and conduct negotiations with confidence
- Understand your negotiation and influencing style and adapt it
- Handle difficult people, pressure tactics and deadlock calmly
- Persuade and gain commitment from senior stakeholders
- Make clearer, faster and better-justified decisions
- Strengthen your profile for senior leadership roles
Who Should Attend?
- Senior managers, directors and executives
- Middle managers moving into leadership roles
- Procurement, purchasing and contract managers
- Sales, account management and business development professionals
- Project and programme managers working with multiple stakeholders
- HR and employee relations professionals
- Legal and commercial professionals
- Business owners and entrepreneurs
Course Outline
- The role of negotiation in leadership
- Distributive and integrative negotiation
- Interests, positions and creating value
- BATNA, reservation points and the zone of possible agreement
- Assessing your negotiation style
- Simulation: a two-party business negotiation
- Preparing a negotiation plan
- Opening offers, anchoring and concessions
- Recognising and responding to pressure tactics
- Managing deadlock and difficult negotiators
- Multi-party and cross-cultural negotiation
- Simulation: a complex multi-issue negotiation
- Sources of power and influence
- Principles of persuasion
- Influencing without authority
- Stakeholder mapping and influence strategies
- Building credibility and trust
- Role play: influencing senior stakeholders
- How leaders make decisions: rational and intuitive approaches
- Cognitive biases and decision traps
- Structured problem-solving and root cause analysis
- Decision tools: decision matrices, decision trees and cost-benefit analysis
- Making decisions under uncertainty and risk
- Practical exercise: solving a complex business problem
- Facilitating group decisions and building consensus
- Avoiding groupthink
- Managing conflict constructively
- Ethics and integrity in negotiation and decision making
- Communicating decisions and gaining commitment
- Capstone exercise: personal negotiation and influence action plan
Certificates
CLASSROOM
Delegates who complete the classroom course receive the Thinkcloudly Certificate of Completion, with one Continuing Professional Education (CPE) credit for every 50 minutes of attendance.
ONLINE
Delegates who complete the live online course receive the Thinkcloudly Certificate of Completion, with one Guided Learning Hour awarded for every 60 minutes of attendance.
Providers and Associations
Original price was: $6,500.00.$5,950.00Current price is: $5,950.00.
Our Learners Work At
Frequently Asked Questions
What will I learn on this course?
How to prepare for and conduct negotiations, influence stakeholders without formal authority, and make sound decisions individually and in groups.
Do I need prior negotiation experience?
No. The course suits leaders at any level and builds from negotiation fundamentals to complex, multi-party situations.
How practical is the course?
Very practical. Around half of the time is spent on negotiation simulations, role plays and decision-making exercises, with feedback from the facilitator.
Is the course relevant for internal negotiations?
Yes. The same skills apply to negotiating budgets, resources and priorities with colleagues, senior managers and other departments.
What is included in the fee?
The fee of $5,950 covers the full five-day programme, course materials and certificate. Classroom fees also include lunch and refreshments.
What will I take back to my organization?
A negotiation planning template, an influencing and stakeholder toolkit, decision-making tools and a personal action plan.
Will I receive a certificate?
Yes. All delegates who complete the course receive the Thinkcloudly Certificate of Completion, with CPE credits for classroom attendance or Guided Learning Hours for online attendance.
Can this course be delivered in-house?
Yes. We can tailor the content and case studies to your industry and deliver it at your premises, a venue of your choice or online. Contact [email protected] to discuss your requirements.
