Training Course on Negotiation and Influencing Skills for Communicators

Course Outline

Module 1: Fundamentals of Negotiation

ü  Understanding negotiation principles and styles

ü  Key differences between distributive and integrative negotiation

ü  The role of preparation and goal setting

ü  Identifying interests vs. positions

ü  Practical Session: Simulated one-on-one negotiation exercise

Module 2: The Psychology of Persuasion

ü  Cognitive biases and their impact on decision-making

ü  Cialdini’s six principles of influence

ü  Emotional triggers in persuasion

ü  Building credibility and authority

ü  Practical Session: Applying persuasion techniques in a mock sales pitch

Module 3: Effective Communication for Influence

ü  Active listening and empathetic communication

ü  Non-verbal cues and body language

ü  Framing messages for maximum impact

ü  Questioning techniques to uncover needs

ü  Practical Session: Role-play on persuasive dialogue

Module 4: Advanced Negotiation Strategies

ü  BATNA (Best Alternative to a Negotiated Agreement)

ü  Anchoring and concession management

ü  High-stakes negotiation tactics

ü  Managing power imbalances

ü  Practical Session: Multi-party negotiation simulation

Module 5: Conflict Resolution and Difficult Conversations

ü  Identifying sources of conflict

ü  De-escalation techniques

ü  The Thomas-Kilmann Conflict Mode Instrument

ü  Turning conflicts into opportunities

ü  Practical Session: Mediating a workplace dispute

Module 6: Building Trust and Rapport

ü  The role of trust in negotiations

ü  Techniques for establishing credibility

ü  Long-term relationship building

ü  Ethical considerations in influencing

ü  Practical Session: Trust-building exercises in pairs

Module 7: Persuasive Storytelling and Framing

ü  The power of narratives in persuasion

ü  Structuring compelling stories

ü  Framing techniques for different audiences

ü  Using data and emotion effectively

ü  Practical Session: Crafting and delivering a persuasive story

Module 8: Negotiating in Multicultural Environments

ü  Cultural dimensions in negotiation

ü  Avoiding cross-cultural misunderstandings

ü  Adapting communication styles

ü  Case studies of global negotiations

ü  Practical Session: Cross-cultural negotiation role-play

Module 9: Handling Objections and Pushback

ü  Anticipating and addressing resistance

ü  Reframing objections as opportunities

ü  Techniques for maintaining control

ü  Staying composed under pressure

ü  Practical Session: Handling tough objections in a simulated meeting

Module 10: Practical Application and Role-Playing

ü  Comprehensive negotiation simulation

ü  Peer feedback and coaching

ü  Developing a personal action plan

ü  Final reflections and key takeaways

ü  Practical Session: Full-day negotiation case study

About the Trainers

Our facilitators are seasoned negotiation and communication experts with over 15 years of experience in corporate training, international diplomacy, and conflict resolution. They have trained professionals across industries, including Fortune 500 companies, NGOs, and government agencies.

Requirements

ü  Participants should be reasonably proficient in English. 

ü  Applicants must live up to Phoenix Center for Policy, Research and Training admission criteria.

Terms and Conditions

1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free
2. What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.
3. Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.
4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.
5. Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.

Booking for Training

Simply send an email to the Training Officer on training@phoenixtrainingcenter.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.

Or call us on +254720272325 / +254737566961

Payment Options

We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:

1. Groups of 5 People and Above – Cheque Payments to: Phoenix Center for Policy, Research and Training Limited should be paid in advance, 5 days to the training.
2. Invoice: We can send a bill directly to you or your company.
3. Deposit directly into Bank Account (Account details provided upon request)

Cancellation Policy

1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.
2. Participants may cancel attendance 14 days or more prior to the training commencement date.
3. No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.

Tailor Made Courses

This training course can also be customized for your institution upon request for a minimum of 5 participants. You can have it conducted at our Training Centre or at a convenient location.

For further inquiries, please contact us on Tel: +254720272325 / +254737566961 or Email training@phoenixtrainingcenter.com  

Accommodation and Airport Transfer

Accommodation and Airport Transfer is arranged upon request and at extra cost. For reservations contact the Training Officer on Email: training@phoenixtrainingcenter.com or on Tel: +254720272325 / +254737566961