COURSES > CONFIDENCE & RESILIENCE

Influencing and Negotiating Upwards

Have Your Voice Heard by Senior Leaders

Chaired by
Charles Crawford

Available Dates

Date & Time

2 July, 2024
09:00 - 16:15

1 October, 2024
09:00 - 16:15

Venue

Availability

Purchase

Central London

Central London

Spaces Available

Spaces Available

Overview

When it comes to the public sector, there’s lots at stake with negotiating policies, public spending terms and tough compromises between departments with subtle hierarchy issues. To make big changes, you need to know how to present convincing cases to senior staff.

Attend our highly interactive Influencing and Negotiating Upwards course, led by Charles Crawford, to understand the theory and techniques behind influencing and negotiating upwards.

Through collaborative sessions, practice the theory and share your experiences of difficult or upcoming negotiations, receive expert feedback, discuss different scenarios and learn new techniques that can help you and your organisation get better results.

Charles Crawford


Former Ambassador and UK Diplomat

Charles Crawford retired from the Foreign and Commonwealth Office at the end of 2007 after nearly three decades in the UK Diplomatic Service

Charles Crawford CMG is the former British Ambassador to Poland (2003-2007); Serbia and Montenegro (2001-2003); and Bosnia and Herzegovina (1996-1998)

A barrister and mediator, he draws on extensive experience in the UK diplomatic service, much of it tackling transition issues in former communist Europe…

Learning Outcomes

  • Learn how to use new techniques for being heard
    and understood

  • Understand the core theory behind 
    influencing and negotiating

  • Know how best to effectually prepare and plan 
    for a negotiation

  • Learn about leading and
    steering meetings towards
    your desired outcome

  • Review which techniques
    work best for you when negotiating and utilising
    your influence




All the Understanding
ModernGov courses are Continuing Professional Development (CPD) certified,
with signed certificates available upon request for the event.


Enquire About In-House Training

To speak to someone about a bespoke training programme, please contact us:

0800 542 9414
InHouse@moderngov.com

Agenda

09:00 - 09:30 Registration

09:30 - 10:00 Trainer’s Welcome and Clarification of Learning Objectives

10:00 - 11:30 Influencing and Negotiating: Theory

  • Exploring problems

  • How to press for more

  • Strength, weakness and ‘attitude’

  • Positions, Interests and Needs (PIN)

  • Upwards and downwards: leaders and followers

  • Understand the theory involved in negotiating and influencing, looking at practical examples throughout the day’s sessions

11:30 - 11:50 Morning Break


11:50 - 13:00 Influencing and Negotiating: Practice

  • What if…?

  • Practise summarising

  • Preparing a negotiation

  • Use silence to make an impact

  • Learn how to lead and steer meetings

  • Gain practical tips on how to be more convincing

  • Incorporate listening techniques: reflecting, reframing and pushing back

13:00 - 14:00 Lunch

14:00 - 15:00 Workshop: Negotiating Case Studies

  • In small groups look at two difficult situations where more junior team members must disagree with or persuade senior colleagues, then share ideas with the wider group

  • Discuss the issues and the principles raised

  • Learn how different techniques might get a good result on a future occasion

15:00 - 15:20 Afternoon Break

15:20 - 16:00 Workshop: Delegate Experience's

  • Share examples of difficult negotiations and influencing problems

  • Discuss the problem and the principles raised

  • Identify ways to do well next time

16:00 - 16:15 Feedback, Evaluation and Close

  • Effective Report Writing, Senior Engineering Specialist, Eastleigh Borough Council

    “This course provided an excellent understanding of how to write effectively and why it is important to do so.”

  • Effective Proofing and Editing Skills: Senior Events Officer, King's College London

    “I would really recommend the course. Sue is a fantastic trainer and the day passed by far too quickly. Lots of helpful resources to take away, also very impressed with the smooth transition to online learning. Thank you!

  • Effective Data Visualisation: Corporate Performance Management Officer, Carmarthenshire County Council

    “I have learned a great deal with many tips and ideas to enable to improve the authority’s reports”

  • Effective Business Process Mapping: Internal Quality and Improvement Officer, Social Work England

    “It was a fun course to take a part in. There was a lot of information given, and it was done in an engaging way with lots of interactivity, even over zoom. i really enjoyed the course and learned lots from it.”

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