This course "Communication to Negotiate, Influence, and Convince" is designed by the British Academy for Training and Development for all participants to gain great skills and experience in effective communication in order to negotiate, convince, and influence others.

Influencing and persuading are crucial skills for motivating others to act or behave in a specific way. People across a variety of industries use their influence and persuasive abilities to advance their careers and establish their professional reputations. Whether you are just starting out in your career or you hold a high-level leadership position, developing these abilities can help propel you forward.

Who Should Attend?

• Managers and leaders of institutions and companies.
• Entrepreneurs and project managers.
• Team members and all staff in organizations.
• All persons working in the field of public relations and customer service.
• People who have communication with the public in government and private institutions.
• People who have the task of negotiating and communicating with others.
• Those wishing to develop their capabilities in this field.

Knowledge and Benefits:

After completing the program, participants will be able to master the following:

• Acquiring influencing and persuading skills.
• Using influence and persuasion at work.
• Understand the difference between negotiating, influencing, and persuasion.
• Learn a set of concepts that helps you to represent certain roles that are appropriate to other parties.
• Be able to recognize the reactions of others and you can taste honesty or lying in the words of the other part through expressions and movements.
• Learn how to understand body language with different people.
• Interact with different psychological profiles avoiding common dangerous pitfalls.
• Use basic influence and persuasion techniques to convey compelling messages.

• Overview of Communication Models
  • Key principles of effective communication.
  • The role of verbal and non-verbal communication in negotiations.
  • Barriers to communication and how to overcome them.
• Understanding the Psychology of Influence
  • Cialdini's Six Principles of Influence.
  • How psychology drives decision-making and negotiation.
  • Identifying different personality types and adjusting communication accordingly.
• Setting Objectives for Negotiation
  • Defining clear goals and desired outcomes.
  • Understanding the importance of BATNA (Best Alternative to a Negotiated Agreement).
  • Preparing for the negotiation process: key questions to ask before starting.
• Building Trust through Effective Communication
  • Techniques to establish credibility and trust quickly.
  • How to show empathy and active listening in negotiations.
  • The role of consistency in building long-term trust.
• Non-Verbal Communication and Rapport Building
  • The impact of body language, facial expressions, and tone of voice.
  • Mirroring and matching techniques to build rapport.
  • Reading body language to understand unspoken messages.
• Creating a Positive First Impression
  • Establishing common ground and finding shared interests.
  • Techniques for making the other party feel understood and valued.
  • The importance of emotional intelligence in influencing others.
• Principles of Persuasion
  • Understanding the psychology behind persuasion.
  • The role of reciprocity, scarcity, authority, and social proof in influencing decisions.
  • Applying Cialdini’s principles in real-life negotiation scenarios.
• Persuasion through Storytelling
  • How to create compelling narratives to influence decision-making.
  • Using stories to create emotional connection and trust.
  • The science behind storytelling as a persuasive tool.
• Framing and Reframing
  • The power of language and framing in negotiations.
  • Using framing to present your proposals in a more persuasive way.
  • Reframing objections to influence the other party’s perception.
• Principles of Effective Negotiation
  • The negotiation process: preparation, bargaining, and closing.
  • The concept of win-win vs. win-lose outcomes.
  • Understanding interests vs. positions in negotiation.
• Tactical Approaches in Negotiation
  • The art of concession and anchoring.
  • High and lowballing strategies.
  • How to deal with tough or aggressive negotiators.
• Handling Difficult Negotiators
  • Recognizing tactics like bluffing, intimidation, and manipulation.
  • Counteracting common negotiation tactics.
  • Maintaining your position and staying calm under pressure.
• Active Listening Skills
  • Key principles of active listening in negotiations.
  • How to listen for the underlying interests and emotions.
  • Techniques for paraphrasing and summarizing to show understanding.
• Effective Questioning Techniques
  • Types of questions: open vs. closed, probing, and leading questions.
  • Using questions to uncover needs, interests, and hidden agendas.
  • Asking the right questions at the right time to guide the conversation.
• Reading Between the Lines
  • Identifying subtle cues in conversations that reveal unspoken interests.
  • Recognizing when someone is hiding his true position or feelings.
  • Interpreting non-verbal signals to enhance understanding and decision-making.
• Creating Scarcity and Urgency
  • Using urgency as a tool for persuasion without being manipulative.
  • How scarcity can increase perceived value.
  • Applying the scarcity principle effectively in negotiations.
• Authority and Social Proof in Influence
  • Building authority through expertise and credibility.
  • Using testimonials, endorsements, and social proof to persuade others.
  • Understanding how authority and social proof work in professional relationships.
• Emotional Appeal and Cognitive Biases
  • Leveraging emotional appeal to strengthen your position.
  • Understanding common cognitive biases (e.g., confirmation bias, anchoring bias).
  • Using cognitive biases ethically to enhance persuasion.
• The Art of Persuasive Presentations
  • Structuring your message for maximum impact.
  • The role of storytelling and visuals in persuasive presentations.
  • Techniques for engaging your audience and maintaining their attention.
• Overcoming Public Speaking Anxiety
  • Strategies for reducing anxiety and increasing confidence.
  • Techniques for engaging the audience through body language and voice modulation.
  • Managing stage presence and delivering with authenticity.
• Creating Impactful Calls to Action
  • How to clearly articulate what you want from the audience.
  • Framing the next steps in a way that motivates action.
  • Using persuasive language to ensure follow-through.
• Identifying Common Objections
  • Types of objections (e.g., price, timing, skepticism).
  • Understanding the underlying reasons behind objections.
  • Approaching objections with curiosity and empathy.
• Techniques for Overcoming Resistance
  • The feel-felt-found method for handling objections.
  • Reframing objections as opportunities for further discussion.
  • Providing evidence and social proof to counter objections.
• Negotiating with Emotional Intelligence
  • Recognizing and addressing emotional triggers in negotiations.
  • Diffusing tension and resolving conflict through communication.
  • Using empathy and emotional intelligence to influence decisions.
• Understanding Cross-Cultural Communication
  • The impact of culture on communication styles and negotiation tactics.
  • Key differences in communication and negotiation norms across cultures.
  • Strategies for adapting your approach to diverse cultural contexts.
• Building Rapport Across Cultures
  • Understanding and respecting cultural differences in negotiation.
  • Adapting non-verbal communication for different cultural environments.
  • Building trust and credibility in cross-cultural settings.
• Effective Global Negotiation Strategies
  • Preparing for negotiations in international contexts.
  • Managing language barriers and misinterpretations.
  • The role of ethics and transparency in global negotiations.