Course in Influencing Others and Negotiation Techniques

In today’s dynamic business world, the need for effective influence and skilled negotiation is more critical than ever. The “Influencing Others and Negotiation Techniques” program, offered by the Geneva Institute of Business Administration, equips participants with essential tools and strategies to enhance their influencing capabilities and apply negotiation techniques across diverse professional scenarios. Participants will learn how to achieve win-win outcomes while maintaining long-term, trust-based professional relationships grounded in mutual respect.

Target Audience

• Leaders and managers seeking to improve their influence and negotiation skills within their organizations.

• Professionals interacting with clients or teams who want to enhance their positive impact.

• Individuals aspiring to develop relationship management and alliance-building skills.

• Anyone looking to strengthen their communication and negotiation capabilities for better outcomes.

Objectives

• Enable participants to apply effective influencing techniques in professional environments.

• Train participants in strategic negotiation methods to maximize value in different situations.

• Develop a deep understanding of psychological drivers of influence and how to apply them ethically.

• Strengthen decision-making during negotiations while preserving strong, professional relationships.

Course Outline

• Fundamentals of Influence in the Workplace

  • Understanding the core principles of influence in daily communication.

  • Strategies for building trust and enhancing credibility.

  • Identifying personality traits that support effective influence.

  • Enhancing impact through active listening and sharp observation.

• Personal Presence and Self-Presentation

  • The role of personal image in influencing others.

  • How body language can strengthen or weaken your influence.

  • Emotional connection and the power of empathy.

  • Using voice and language effectively to achieve objectives.

• Building Initial Negotiation Strategies

  • Exploring various negotiation styles and approaches.

  • Setting clear objectives before entering any negotiation.

  • The importance of preparation and gathering relevant information.

  • Identifying areas for smart concessions and trade-offs.

• Managing Difficult Negotiation Scenarios

  • Handling hostility and turning situations to your advantage.

  • Applying calm negotiation to influence the other party.

  • Managing stress and pressure during negotiations.

  • Strategies for avoiding negative dynamics and using them constructively.

• Advanced Negotiation Techniques

  • Applying interest-based negotiation and strategic bargaining.

  • Presenting offers and negotiating terms for mutual benefit.

  • Techniques for building lasting agreements.

  • Handling challenges and negotiating fine details effectively.

• Enhancing Influence During Negotiations

  • Using persuasive methods to guide others to your viewpoint.

  • Motivating cooperation and fostering collaborative engagement.

  • Influencing hesitant or difficult parties during negotiations.

  • Knowing when to walk away and how to exit negotiations strategically.

• Cultural and Organizational Influence in Negotiation

  • Understanding how cultural backgrounds affect negotiation behavior.

  • Negotiating effectively with people from diverse cultures.

  • Considering organizational environments when making negotiation decisions.

  • Navigating organizational politics during complex negotiations.

• Emotional Influence and Regulation in Negotiation

  • The importance of emotional control in negotiation contexts.

  • Using emotions wisely to support your goals.

  • How emotional influence fosters mutual understanding.

  • Techniques for staying calm and making rational decisions in emotional situations.

• Group Negotiation and Leading Teams in Negotiation

  • Managing multi-party negotiations efficiently.

  • Understanding negotiation team dynamics and directing them towards goals.

  • Techniques to influence groups and persuade individuals within teams.

  • Balancing different interests in group negotiation environments.

• Evaluating and Improving Personal Negotiation Skills

  • Analyzing your negotiation style and identifying strengths.

  • Strategies for skill development based on past experiences.

  • Learning from failures and converting them into growth opportunities.

  • Setting future goals for continuous negotiation performance improvement.