Influencing, persuading and negotiating masterclass

Places for this workshop are sold out.

Thursday 4 June
9.30 – 17.00
SALC Room 8, Sherfield Building, South Kensington Campus
Register
Cost: £180
 

This master class in influencing, persuading and negotiating is being delivered by Centre4Learning and is offered exclusively to Business School alumni. The content will be designed to match the specific needs of a maximum of 12 participants.

Course overview

Once you have registered for the workshop, we will ask you to commit about 15 minutes to completing a pre-course questionnaire in order to tell us about your current experience of influencing, persuading and negotiating and highlighting the issues you face today.

You will also have the opportunity, if you wish, to be interviewed by the course leader, Carolyn Gray, and a small number of you will be asked to participate in the development of a case study.

All of this will ensure that the workshop directly meets your individual needs because
• The balance between influencing, persuading and negotiating is just right
• The course materials, case studies and examples acknowledge each participant’s prior learning and direct experience
• Each topic is treated at the correct depth
• The activities, examples and case studies are relevant to your particular working context and the challenges you face

Depending on the needs and interests of the participants, here are some of the areas that might be covered in the workshop:

Influencing skills
• Adapting your body language and facial expressions
• Modifying your tone of voice
• Changing the volume and energy of your speech
• Choosing words and expressions

Persuading skills
• Identifying and appealing to the decision-maker’s thinking style and values
• Structuring the argument
• Selecting and using examples
• Simplifying ideas
• Using facts and information in unexpected ways
• Making ideas credible and concrete
• Appealing to people’s emotions
• Using facts and evidence
• Choosing samples, examples and visual aids to make a point more persuasively

Negotiating skills
• Identifying your own and the other person’s negotiating objectives
• Identifying your own and the other person’s alternatives to an agreement
• Identifying your own and the other person’s authority to make an agreement
• Identifying and developing the scope of the negotiation
• Setting – and then sticking to – limits within negotiation
• Using problem-solving techniques within negotiation
• Arranging the logistics and practicalities of a negotiation
• Bargaining and trading concessions
• Using time, timing and silence in negotiations
• Dealing with dirty tricks and dodgy tactics
• Negotiating with integrity

Please register early to avoid disappointment by emailing alumni-business@imperial.ac.uk with ‘Influencing, persuading and negotiating master class’ in the subject line.
Please include your name, current contact details and programme studied with year in the body of the email.

Please note that the running of this workshop is subject to obtaining the minimum number of 8 participants. The maximum number of participants for this workshop is 12.