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Course Outline
Foundations of Ethical Influence
- Distinguishing influence from persuasion, manipulation, and traditional command-and-control leadership
- Mapping stakeholder landscapes and identifying optimal leverage points for change
- Recognizing personal influence style preferences and adapting to audience dynamics
- Group exercise: Mapping influence networks and impact pathways in real workplace scenarios
The Six Drivers of Influence in Practice
- Reciprocity, commitment, social proof, authority, liking, and scarcity applied to modern organizational contexts
- Ethical application guidelines to maintain trust, credibility, and long-term relationships
- Identifying cognitive biases and emotional triggers that derail persuasive efforts
- Guided role-play: Applying specific influence principles to cross-functional requests and stakeholder alignment
Shifting to Strategic Negotiation
- Defining negotiation versus compromise, avoidance, escalation, or delegation
- Setting clear objectives, priorities, and non-negotiable bottom lines before engaging
- Transitioning from positional bargaining to interest-based problem solving
- Workshop: Drafting a negotiation objective sheet tailored to a current workplace challenge
The Step-by-Step Negotiation Process
- Preparation phase: Gathering data, defining BATNA/WATNA, and anticipating counterarguments
- Information exchange phase: Strategic questioning, active listening, and pattern recognition
- Bargaining phase: Anchoring techniques, concession mapping, and value-creation strategies
- Closing phase: Securing mutual agreement, documenting terms, and locking in accountability
- Guided walkthrough: Building a complete negotiation roadmap using a standardized planning framework
Advanced Tactics: Bargaining, Closing & Agreement
- Managing emotional triggers and de-escalating tension during high-pressure discussions
- Recognizing and responding to tactical behaviors, stalling tactics, and hidden agendas
- Structuring mutually beneficial agreements that preserve relationships and drive results
- Practice drill: Conducting a live negotiation simulation with peer feedback and facilitator coaching
Navigating Deadlocks & Exploring Alternatives
- Identifying when to pause, walk away, or escalate to structured mediation
- Designing fallback options and contingency planning without damaging strategic partnerships
- Leveraging third-party facilitation, neutral oversight, and formal resolution pathways
- Case analysis: Resolving impasses in budget approvals, resource allocation, and vendor disputes
Real-World Application & Skill Integration
- Translating learned frameworks into a personalized influence and negotiation playbook
- Establishing feedback loops, reflection habits, and continuous improvement practices
- Addressing common pitfalls: over-communication, anchoring bias, premature concession, and emotional reactivity
- Final activity: Presenting a customized negotiation strategy and receiving targeted, actionable coaching
Requirements
Course Benefits & Learning Objectives
By the end of this program, participants will be able to:
- Explain the key principles of influencing
- Identify situations at work to apply influencing techniques
- Negotiate with confidence
- Apply the win-win principle to negotiations
- Prepare and deliver negotiations through a stepped process
Who Should Attend
This course serves as an introduction suitable for anyone whose role involves negotiation. It is ideal for:
- Management & Team Leaders
- Sales, Marketing & Business Development Professionals
- Customer Care & Account Management
- Project Coordinators & Cross-Functional Collaborators
7 Hours
Testimonials (2)
training and feedback
Jochen Jung - Bachem
Course - DZM – delegating tasks and motivating employees
Promoting the interaction between people.
