Course/learning journey

Influencing and Negotiating with Senior People

At some point, we all need to gain buy-in and support from those in more senior roles in the business - we need to influence and negotiate upwards at a senior level. To achieve meaningful negotiations we need to maintain our composure, plan to minimise risk and develop a contingency plan. To help influence we should draw on our sources of power and understand others social styles to help us communicate appropriately.
  • A comprehensive framework that covers the entire negotiation process
  • Apply different styles to suit different individuals and situations
  • Achieve meaningful negotiations with people at a more senior level
  • Training options for individual learners, groups/teams & organization-wide

Course Code: OV-INSP

half-day live session delivered virtually or in-person | 6-8 hrs on-demand learning | 30-minute coaching session (optional extra for teams)

This program is available for groups and teams

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This is a learning journey.
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half-day live session delivered virtually or in-person

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Supporting on-demand digital learning playlists | 30-minute follow up coaching session (optional extra for teams)

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 analyze and draw on the sources of power in an organization 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 analyze 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 organization 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
Course overview

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 analyze and draw on the sources of power in an organization 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 analyze your own stakeholders and will leave with an action plan for influencing and negotiating in the situations you have identified as important.

Is it right for me?

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.

What will I learn?

By the end of this course you will be able to:

  • Identify the sources of power in an organization 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
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Live session delivered virtually or in-person. Up to 15 people per programme.

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