Influential Negotiation
Building Agreements with Others

Program Description

Negotiation is an interactive communication process, with all parties seeking to achieve an optimal result. As a negotiation moves through its phases and more information is revealed, each party has an opportunity to weigh the costs and opportunities of particular courses of action. They look for possible alternatives that the other side can offer or accept. All parties are trying to shape the final agreement that will meet their own needs and the needs of other parties in a way that enables them to maximize benefits and minimize costs. A key toolkit for negotiators is a good set of influence skills.

In this program, participants approach negotiation as an opportunity to build agreements that are low in cost and high in value; agreements that will be implemented and sustained over time. They practice using the behavioral skills of influence to persuade the other party to negotiate with them, to elicit key information, to encourage others to disclose underlying needs, or to reveal the options that they are willing to offer, to gain acceptance of offers and commitment to implementation. Through understanding and managing the structure and tactics of negotiation and developing their influence skills, participants develop confidence and competence as negotiators.

Influential Negotiation is available virtually. For more info, see our page on Virtual Learning Journeys.

The influence behaviors and skills are drawn from Exercising Influence™, our popular influence training program, and tailored for the unique needs of of leaders involved in negotiation.

For more information on Influential Negotiation™, click here.

Influential Negotiation™ is a copyrighted program of Barnes & Conti Associates, Inc.

Program Objectives

As a participant, you will be able to:

Develop and practice a variety of influence behaviors that can be applied to the negotiation process.
Establish clear and powerful influence goals.
Analyze the process of a negotiation, know the milestones toward achieving agreement, and manage the process effectively.
Identify important underlying needs and develop options for meeting them.
Choose appropriate behavioral tactics in any negotiation, formal or informal.
Create strong, lasting, mutually beneficial agreements that meet the needs of all parties.

Influence Framework for a Negotiation

What our clients say:

“Working with the senior Category Management Team, Exercising Influence and Constructive Negotiation were combined and customized to help these leaders present and negotiate large deals and maintain relationships with the large accounts they supported. Our focus was to build the strength of the senior team so they could coach and mentor others.

—Manager, Amerisource Bergen