Morning

9:45 - 10:00

Introduction from the Trainer

Tony Cash

Tony Cash

10:00 - 11:15

Influence and Negotiation - an Overview

  • Why influencing and negotiation skills matter
  • Influencing and negotiating compared
  • Six key influencing techniques compared
  • Insights from sales
  • Negotiation is not just compromise

11:15 - 11:30

Morning Break

11:30 - 13:00

Communication Skills

  • Rapport and listening
  • Confidence, influence and persuasion
  • Charisma and gravitas
  • Clarity and focus
  • Using questions with skill
  • Feedback skills
  • What people say they want, and what they really want – compared
  • Being clear vs being vague
13:00-14:00

Lunch Break

Afternoon

14:00-15:00

Successful Negotiation

  • Different models of negotiation
  • Preparation, planning and “what ifs”
  • Insights on handling objections
  • Dealing in “packages”
  • Mistakes to avoid
  • The key steps in any negotiation
  • When to walk away from negotiation?
15:00-15:15

Break

15:15-16:15

Scenario Based Exercise

Participants will  practise influencing and negotiation skills in different scenarios

16:15-16:30

Final Questions and Review of the Day

16:30

Close of Course

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