The Power of Influence

Why Managers need Persuasion and Negotiation Training

Today’s manager faces increased complexity in the marketplace and the workplace; to successfully navigate this complexity each manager must master the art of persuasion and negotiation.

An effective manager understands and utilises the principles of persuasion whilst negotiating for mutually beneficial solutions with their clients or employees.

Failing to negotiate an agreeement results in significant financial and human costs; costs that could have been prevented with adequate preparation.

Who should attend?

This two-day program is designed for managers and senior managers who need to influence the outcomes, of sales, contracts and employee situations. This program will be customised to be appropriate to the environment in which the managers operate.

What we cover:

Aristotle on Persuasion - 300 years BC, this Greek Philosopher gave us a formular for persuasion.
Permission to persuade – Is persuasion ethical? Is persuasion manipulation? Are you aware of how you are being persuaded on a daily basis?
Persuasion research – Reciprocation, commitment and consistency, social proof, liking, authority and scarcity
Building rapport – the glue that holds communication together
Understanding motivation – Why people do what they do
Persuasive language – linking values to outcomes
When to negotiate – When where and with whom?
Analysing the negotiation environment
Framing the negotiation optimally
Whole brain negotiation – values, process, vision and realtionship
Maximising the negotiation climate
Anticipating other negotiator's behaviour
Countering tactics
Creating a balance in power
Debriefing Negotiations – learning to do it better

Benefits of this training:

Managers will have greater emotional intelligence to read and connect with people
Managers will feel comfortable using ethical persuasion
Managers will have a flexible but planned approach to persuasion and negotiation
Managers will be able to handle difficult people and difficult situations
Managers will experience reduced stress in negotiating outcomes
Managers will consistently create a win/win environment that promotes profit and productivity

Trainer:

Even with the best program design, the success of training depends on that ability of the trainer to engage the hearts and minds of the participants; Self Leadership International therefore only uses exceptional trainers. The Persuasion and Negotiation training is conducted by Andrew Bryant.

Andrew is known as a highly interactive and engaging trainer. He has conducted trainings around the globe for multi-national companies and this experience allows him to relate to difference corporate and ethnic cultures.