Leverage Your Level of Influence
skydive training

Influence the outcome

Increase Revenue – Leverage Your Level of Influence

Course Title: Gain Influence in your Negotiations.

Course Objective:  To present the student with the causes of behavioral change, as well as how to predict their opponents attitudes, and how to modify the forces that support those attitudes, so that the students can exert a greater level of influence on their negotiations partners and have greater affect on the final negotiation results.  The course also analyzes the four psychological aspects of influence and how theses aspects can be used go gain influence in a negotiation, and to detect when others are trying to subtly influence us.    The course also presents other sources of influence such as likeability and power, and makes recommendations for influencing multiple parties.

Intended Participants: Courses are intended for company representatives responsible for reaching economic agreements with foreign companies.

Minimum Requirements:  Fluency in written and spoken English, previous experience in business negotiations.

Course Duration: 4 hrs

Cost:  950,00 Euros

Skills Acquired: In depth understanding of the negotiating process and negotiating goals, as well as understanding the external factors that influence the dynamics of the negotiation.

Course Content:

1.  Causes for Change
1.1.  Compliance
1.2.  Identification
1.3.  Internalization
2.  Attitudes and behavior
2.1.  Predictors
2.2.  Self-monitors
3.  Rewards and Punishment
3.1.  Positive and negative reinforcement
3.2.  Effective rewards
3.3.  Effective punishment
4.  Attitudes – Forces and Functions
4.1.  Knowledge
4.2.  Utilitarian
4.3.  Social-adjustive
4.4.  Ego-defensive
4.5.  Value-expressive
4.6.  Supportive and restraining forces
5.  Fear and Threats
5.1.  Rodgers protection motivation hypothesis
6.  Cognitive Theories
6.1.  Predictors of cognitive processing
7.  Credibility
7.1.  Characteristics of credibility
7.2.  Non-verbal communications
8.  Psychology of Influence
8.1.  Reciprocity
8.2.  Consistency
8.3.  Authority
8.4.  Scarcity
9.  Being liked
9.1.  Factors affecting likeableness
10.  Types of Power
10.1.  Sources of power
11.  Multiple Parties
11.1.  Influencing multiple parties

Course Summary:

To present the student with the causes of behavioral change, as well as how to predict their opponents attitudes, and how to modify the forces that support those attitudes, so that the students can exert a greater level of influence on their negotiations partners and have greater affect on the final negotiation results.  The course also analyzes the four psychological aspects of influence and how theses aspects can be used go gain influence in a negotiation, and to detect when others are trying to subtly influence us.    The course also presents other sources of influence such as likeability and power, and makes recommendations for influencing multiple parties. The methodology followed is based on the negotiations concepts originally presented by Roger Fisher and William Ury L. These concepts have been updated and revised in this course to include methodologies developed by leading educational institutions in the U.S. such as Harvard University and the University of Notre Dame. The basic principles covered in this course provide the basis for the development of company wide systematic negotiations procedures, and improving the value and durability of the agreements reached with business partners. The course includes the participation in a negotiations simulation where the participant is able to put into practice the methodologies and concepts presented in the course, and to reinforce new negotiation habits such as planning, goal setting, establishing better personal ties with the opposing party, finding objective criteria, to identify the interests of each party, and to find creative solutions, among other skills.

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