Program Outline
About this Program
This practical workshop helps participants develop the skills and confidence to influence effectively and negotiate successful outcomes across a range of workplace situations. The ability to influence stakeholders, customers, teams and colleagues is a critical capability in almost every role and industry.
Participants explore practical communication and negotiation strategies that help drive positive outcomes while maintaining strong, professional relationships and navigating conversations with greater confidence.
Like all People Tank programs, the workshop is practical, interactive and designed for immediate workplace application, with opportunities for reflection, discussion and real-world learning throughout.
Program Topics
Module 1: Establishing Trust and Rapport
• Setting the context
• Ethos, pathos and logos
• Communication channels
• Building trust.
Module 2: Principles of Influence
• Aristotle’s persuasions
• Cialdini’s Principles of Influence
• Application Activity.
Module 3: Structuring Influencing Conversations
• A 4 stage structure for presenting a proposal
• Case study practice influencing conversation.
Module 4: Planning The Interaction
• Gathering evidence
• Identifying criteria and interests
• Exploring options for resolution.
Module 5: Conducting Negotiation
• Conversations
• Active listening
• Perspective taking
• Case study practice negotiation.
Delivery Options
• This is a 1-day course
• The course can also be delivered as 2 x half days, either virtual or face to-face.
Audience
• Everyone who wants to express their position, collaborates to come to an agreed outcome during their work, which is most of us. Whether you are an individual contributor, team member, CEO, or consultant.
Key Outcomes
By completing this course, you will learn how to:
• Communicate through verbal and non-verbal channels
• Use key skills, including active listening and perspective-taking
• Establish trust, rapport and credibility to negotiate win-win outcomes
• Apply principles of influence and negotiation to expand their sphere of influence
• Structure negotiation conversations for optimal influencing and persuasion
• Use information effectively in negotiation and influencing
• Adapt ways to influence different communication and negotiation styles appropriately.
Why Choose Us?
People Tank partners with organisations to design human-centred, future-ready leadership capability that drives real behavioural change.
Who we partner with
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