Negotiation Skills: Psychology of Influencing and Negotiation (NLP)

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Course Overview

There is a growing awareness that conflict at all levels in society is not always best resolved through force and coercion. What is needed is an increased ability on the part of leaders to develop successful outcomes through influence and persuasion rather than coercion and heavy-handed tactics. In addition, more than ever before, individuals need to be able to influence others on a 360-degree basis rather than just those individuals who report to them. This programme will equip participants with vital skills to help in those processes. The course material is based on sound psychological approaches to psychology, which include an understanding of personality, motivation and intelligence. The more practical approaches of NLP, transactional analysis and the development of rapport skills are also covered.

Audience

Leaders and managers in middle management roles who want to increase their understanding of the psychological aspects of getting the best out of other people within their organisation. It is also suitable for HR professionals in selection and development posts.Advanced level course - for those wishing to develop existing skills/knowledge to a more advanced level.

Skills Gained

By the end of the course you will be able to:

• evaluate the essential psychological aspects of a range of approaches to influencing others and negotiating positive win/win outcomes
• apply the principles of a number of well-researched influence models
• develop and apply practical methods for effective win/win outcomes within your own organisation.

Course Outline

Day 1

Introduction, course objectives and participant introductions

The nature of influence

• the basic mechanisms
• where influence is used overtly and covertly

Understanding the individual

• the importance of identity beliefs and values

Psychological models of individual and group processes

• the significance of self-esteem

Influence behaviours

• specific actions

Mental models, beliefs and understanding how influence works

A review of relevant psychological concepts

• personality
• motivation
• communication
• intelligence.

Day 2

Negotiation strategies

• win/win or win/lose
• a negotiation mindset
• opponents or partners

Examining power-bases

• practical investigation of a personal power-base
• the importance of perception

Tactical negotiation

• creating a negotiation plan
• assessing the other side
• tricks and tactics

Managing human states

• the role of anchoring
• handling conflict
• practical tools for state management

Understanding human thought-process patterns

• identifying motivation patterns

Negotiation Skills: Psychology of Influencing and Negotiation (NLP) / PD-NSPI