Influencing and negotiating upwards can be a challenging skill as it is more likely to involve higher stakes, greater nerves and a more heightened drive for success. With stretched budgets, departments and individuals continue to be given greater responsibilities, making it more important than ever to be able to put across your point of view, pitch innovative ideas to decision-makers and successfully bid for valuable funding.

Public sector negotiation can be more stressful and involve greater competition when involving bargaining for vital public spending, so a positive and effective technique of exerting your influence upwards towards senior leaders can make all the difference. This masterclass explains core theory and practical techniques for negotiating and influencing in all contexts, with particular focus on situations of organisational hierarchy.

Attend this highly interactive Influencing and Negotiating Upwards course with former Ambassador and UK diplomat, Charles Crawford, to understand the theory and technique behind influencing and negotiating upwards. Practise a number of learned techniques during a role-play exercise and gain valuable feedback to assess which practices work best for you and your organisation, to ensure successful implementation on your return to work.

About the Chair: Charles Crawford
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

In his diplomatic career he served as FCO speechwriter to Foreign Secretary Sir Geoffrey Howe. He has contributed to speeches by members of the Royal Family, government ministers and many others in public and commercial life

He played a significant role in post-conflict reconciliation in Bosnia and Herzegovina, including the war crimes problem; in coordinating international support for democratic change in Serbia, Kosovo and Croatia; and in helping negotiate the 2005 EU Budget deal and 2007 EU Lisbon Treaty

Since leaving the FCO in 2007 he has worked as a communication consultant, delivering acclaimed masterclasses for private and public sector clients including the United Nations, the International Criminal Court and the International Atomic Energy Agency (IAEA)

He is a frequent commentator on international issues appearing on BBC, Sky, ITV and CNN; he has written for the Independent, Guardian, Daily Mail, Sun, National Review Online, Radio Free Europe and DIPLOMAT.  He is on the Daily Telegraph comment team. Find out more.

09:15 - 09:40


09:40 - 10:00

Chair’s Welcome, Introductions & Examples of Delegate’s Experiences

10:00 - 11:30

Influencing and Negotiating: Theory

Understand theory involved in negotiation and influence, before tackling some practical examples throughout the day’s sessions

  • Understanding theory behind leaders and followers
  • Knowing about strength and weakness
  • Learn listening and questioning techniques
  • Know about Positions, Interests and Needs (PIN)
  • How to press for more
  • The importance of anchoring
11:30 - 11:45

Morning Break

11:45 - 13:00

Workshop: Practise Influencing & Negotiating

  • Best ways of preparing a negotiation
  • How to incorporate listening techniques
  • Practise reflecting, reframing and pushing back
  • What if…?
  • Using silence to make an impact
  • Being difficult and when this can be effective
  • Practise summarising
  • Learn how to lead and steer meetings
13:00 - 14:00


14:00 - 15:30

Role Play: Agreeing Priorities

Delegates, in groups of five, play different roles of senior managers in an organisation, negotiating a package of investment opportunities – views on priorities differ sharply, and there may be opportunities for using a veto

  • Practise steering a meeting towards your interests
  • Understand how to frame your position in a number of different ways
  • Influence your peers to come to a favourable outcome
15:30 - 16:00

Group Discussion: Which Techniques Worked?

• Evaluate which techniques were the most effective and why
• Discuss which techniques were less effective and how to improve

16:00 - 16:15

Feedback, Evaluation & Close

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…

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Hallam Conference Centre

44 Hallam St,

+44 (0)20 7706 7700

Q: Can I book without a purchase order number?

A: Yes. Simply email [email protected] after you have booked the course, with your Purchase Order Number. Please quote your order number and the course you are booked onto.

Q: Can I make a provisional booking?

A: Unfortunately, we do not accept provisional bookings. Registrations are subject to our terms and conditions. View terms and conditions here

Q: Is lunch included?

A: Yes, a two-course hot buffet is served at lunch. Tea and coffee are served throughout the day.

Q: I have special dietary requirements, how can I request this?

A: Special dietary requirements can be catered for, please ensure you include this in the further information box when registering your place. If you have forgotten to add this, you can also send your requirements to [email protected] or call 0800 542 9440. Please let us know as soon as possible so we can ensure your needs are met.

Q: What is your cancellation policy?

A: Cancellations must be received in writing 30 working days before the date of the event and will be subject to a £195+VAT administration fee. Cancellations received after this time will be subject to the full delegate fee.

Q: Will there be WI-FI?

A: Yes, all our venues have the latest technology, offer full audio visual support and WI-FI.