Date: date to be confirmed

Location: Clayton Hotel, Galway

Time: 9.00am to 5.00pm

Cost: €125.00 to members €175.00 for non members (with Skillnet funding applied)


 This programme is designed to equip learners with the knowledge and skills necessary to understand their own influencing and negotiating style and to use it to their best advantage. The importance of focused communication and adopting an assertive approach to managing conflict are also highlighted.

The programme is suitable for people whose roles involve negotiating, influencing and reaching agreement with others.

 Course Objectives:

At the end of this programme, participants will be able to:

  • Define negotiation and influencing.
  • Identify the key traits of a successful negotiator.
  • Communicate more effectively within their circle of influence.
  • Identify their preferred influencing style.
  • Highlight the role that assertiveness plays in influencing others.
  • Demonstrate an understanding of the the principles and objectives of negotiation.
  • Apply the tools and techniques necessary to become skilled at influencing, negotiating and managing conflict.

Proposed Methodology:
A participative and interactive training approach will be followed throughout the programme. In tandem with a number of exercises (both individual and group), participants will be encouraged to discuss topics and share their own experiences. The programme will be evaluated informally during the course of the programme and by a formal questionnaire at its conclusion.

Prerequisites: None

Outline Training Plan:

Time Content Method
09:00 Welcome, Introductions and General Overview of Programme Presentation
09:15 What is Negotiation?

·       Types of Negotiation

·       The Negotiation Facts of Life

·       Good Negotiating Characteristics

Presentation, Discussion and Group Exercise
10:30 Break
10:45 Focused Communication

·       Types of Communication

·       Active Listening

·       Questioning

Presentation, Discussion, Individual and Group Exercises
11:45 Assertiveness

·       Characteristics of Assertive Behaviour

·       How to say ‘No’ Assertively

·       Dealing with Aggressive Behaviour

Presentation, Discussion, Individual and Group Exercises
12:45 Lunch
13:30 Emotional Intelligence and Influencing Others

·       Personal Brand

·       How are you perceived by others?

·       Different Influencing Types

Presentation, Discussion and and completion of Influencing Styles questionnaire.


14:15 Managing Conflict

·       Sources of Conflict

·       Different Approaches to Managing Conflict

·       Developing the Collaborative ‘ Win-Win’ Approach

Presentation, Discussion and Group Exercise
15:00 Break
15:15 Negotiation Styles and Strategies

·       Positional Bargaining

·       Principled Negotiation

·       Negotiation – a game of strategy

·       The Negotiation Process

·       Bargaining/Concessions

·       Managing Obstacles

·       Moving from Bargaining to Closing

Presentation, Discussion and Role Play Exercises
16:45 Programme Review and Evaluation Discussion, Q&A and Questionnaire
17:00 Programme Close

Materials: Copies of PowerPoint slides and handouts covering course content will be provided to all participants.

Training Provider: Mike Roche Training