19 October 2016

Negotiation and persuasion workshop

What is the workshop about?

Negotiation happens every day whether or not you are involved with contract negotiations. You might negotiate with your boss on objectives, responsibilities, timescales, and strategies or if you are lucky, a pay rise. When working in a team workload, productivity, standards, holidays and overtime are often negotiated. Even at home negotiation can happen with your partner regarding shopping, holidays, cars, money and even what's for dinner and then with children over chores, going out, homework, pocket money and time spent on their mobile phone.  

Whether we are aware of it or not, we spend a significant part of our life negotiating. That's why good negotiation skills are so important. It is commonly accepted that good negotiation skills can help play an important role in an individual's success at work.

Who should attend?

The workshop is suitable for those in junior, middle or senior positions, where persuasion, influencing, compliance or assertiveness is an important part of their role. It would benefit employees in sales, customer service, purchasing, estimating, commercial, HR or production roles.

What is the focus?

The workshop focuses on giving attendees an understanding of the components of negotiation and the pitfalls that can occur. It explains how negotiation is a developable skill which practice can enhance. The workshop will bring an insight to the psychology behind negotiation, and will enable attendees to be able to react better and understand signals from the person with whom they are negotiating. Different tools, techniques and strategies will be outlined so that attendees can take these forward into their own organisations. Delegates will hopefully leave the workshop with more confidence due to a better understanding of the scientific approach to negotiation. 

Course content includes:

- Basic skills of negotiation
- Negotiation strategy
- Logic and rationality
- Psychology of choice
- Creative thinking
- Intelligence
- Threats 
- Keeping face
- Persuasion techniques
- Negotiation models

Course tutors:

Graham Curtis (BPIF Consultant)
Graham spent 31 years in the Police Force, of which 10 years were spent working in covert operations and 10 years as a nationally trained negotiator. Graham was also a commercial negotiator for the Police and played a major role in the hijacked Afghanistan plane at Stansted Airport during February 2000. Graham has studied Public Finance, Police Studies and Sociology.

Dominic Wing (BPIF)
Dominic spent 13 years in the telecommunications industry, where he co-created a new company called Fonebak. Fonebak offered the world's first national mobile phone recycling scheme in 2002 and was successfully floated on the London Stock Exchange in 2005. Dominic left the telecommunications industry in 2006 to study teaching and joined the BPIF in 2011 and now leads the BPIF's Graduate Management Programme. Dominic has a degree in Economics and is a qualified NVQ Assessor.

The cost of the workshop is £149 (plus VAT) per person, £249 for non-members per person. Places are limited to a maximum of 10 places on a first come first served basis.

To book a place, please return the booking form below to [email protected]