The Psychology of Influencing & Negotiation

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

• Be prepared mentally and strategically for effective negotiation
• Evaluate the essential psychological aspects of a range of approaches to negotiate better via understanding internal/external clients’ deeper needs
• Apply the principles of a number of well-researched influence models in NLP
• Develop and apply practical methods for effective win/win outcomes within your own organization.
• Secure faster deals through powerful non-verbal techniques of NLP
• Utilize NLP reframes to turn impending objections into a winning outcome
• Discover your powers and create a more meaningful bargaining process
• Apply the proven tactics of professional negotiators for effective Win-Win closure
• Persuade and close with a difference – where they can’t resist

Leaders and managers in middle management, purchasing and sales roles who want to increase their understanding of the psychological aspects of getting the best out of other people within their organization and as well as working out the best win-win deals with suppliers, contractors or customers. It is also suitable for HR professionals in selection and development posts.

Advance level course - for those wishing to develop existing skills/knowledge to a more advanced level in negotiation.

DAY 1: ART & SCIENCE OF INFLUENCING

9.00AM - 10.30AM 
Module 1: The nature of influence

• The basic mechanisms
• The psychology of overt and covert influence

10.30AM - 10.45AM Break

10.45AM - 1.00PM 
Module 2: Understanding the internal/external clients’ deeper needs

• The importance of identity, beliefs and values
• Assessing our preferred modalities to influence self/others
• Activity: Self assessment to understand our negotiation styles

1.00PM - 2.00PM Lunch

2.00PM - 3.30PM 
Module 3: Understanding human thought-process patterns

• Establish how they think what they think to make decisions
• Being able to shift thinking to change their decisions
• Identifying motivation patterns
• Persuasion techniques through understanding these patterns
• Demo & Roleplay

3.30PM - 3.45PM Break

3.45PM - 5.00PM 
Module 4: Neuroscience of Self-Esteem

• The significance of self-esteem
• Cognitive dissonance to influence individuals
• ‘Funneling’ rhetoric to influence groups
• Demo & Practice

Module 5: Are you lying? (Influence behaviors)

• Specific actions – how to detect a ‘lie’
• Body language to lead others to be more suggestive
• Reframing for positive behavioral change
• Demo & Practice

DAY 2: ART OF NLP NEGOTIATION

9.00AM - 10.30AM 
Module 6: Mental models, beliefs and understanding how influence works

• Psychological concepts that you must know:
• Personality
• Motivation
• Communication
• Intelligence

10.30AM - 10.45AM Break

10.45AM - 1.00PM 
Module 7: Preparation- Sure-Win Negotiation Strategies

• Win/win or win/lose
• A negotiation mindset
• Opponents or partners
• Case study & discussion

1.00PM - 2.00PM Lunch

2.00PM - 3.30PM 
Module 8: Examining power-bases

• Practical investigation of a personal power-base
• The importance of perception
• Helping others change perception to agree with us
• Strategizing your power base to your favour
• Role-Play

3.30PM - 3.45PM Break

3.45PM - 5.00PM
Module 9: Tactical negotiations

• Creating a negotiation plan
• Assessing the other side
• Tricks and tactics
• A powerful persuasive meta-model technique where they can’t say ‘No’
• Role-Play

Module 10: Managing Human States in Negotiation

• The role of anchoring
• Handling conflict and objections using Pacing & Leading techniques
• Practical tools for personal state management
• Group Discussion

END

This is an experiential training which integrates learning through videos, role plays, presentations, activities, business games, case studies, presentations, group discussions and reflection. 

"Before attending the course, I feel that I have the capability to take control of my life. During the course, I learned to apply the best techniques and I feel myself can have better control of my life than before. It is a good training for all. I personally like the demonstration session and videos shared."– Mr Balaraman, IT – ValeServe
“Before attending this course, I was very interested to apply the tools to my work. During the course, the tools and concepts I would need, but there were some that were illogical to understand. After the course I was so convinced of the power of NLP concepts. The tools taught were good to apply in work as well. The trainer doesn’t really need to get validation from the students whether he’s an expert in the field or not. He just needs to be confident that he is and show everyone else that he is too. While the tools can be applied, I think teaching NLP in a room full of analysts and left-brainers, you need more hard evidence and data to convince us on the concepts. Psychological theories are hard to understand for logical people like us.” – Fairuz Alia Jamaluddin, Senior Analyst.
“I was eager to learn before attending this course. I’m eager to try out the techniques of NLP I learned during this course. The training was excellent and so was the presenter. I especially liked the part about practical portfolios. It was fun.” – Radzifuddin Nordin, Executive Director.
“I thought I knew how to persuade people before attending this course. This course taught me about different methods and tools of persuasion. I feel like I have improved my persuasion skills after this course. The trainer did a really good job in presenting his information. I like everything about the training. All components were important.” – Isham Ishak, Director.

Upon successful completion of this program, you will receive a Certificate of Achievement.

1. By Credit card: You can opt to register and pay online with our latest payment integration system through our website.
2. Bank Transfer- You can also opt to bank transfer payment via local / international banks. Please send payment slip as proof of payment.
3. HRD Corp Claimable Courses Skim Bantuan Latihan Khas - Applicable to Malaysian Employer Only

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