Influencing and negotiating upwards can be challenging, with subtle issues of hierarchy and professional respect in play. This is all the more the case in public sector negotiating, with so much at stake in policy and public spending terms and tough negotiation within and between departments and agencies. Having a clear sense of how to present a convincing case to senior people may make a big difference.

This virtual masterclass explains the core theory and practical techniques for negotiating and influencing in all contexts, with added focus on how this plays out within organisational hierarchy.

Attend this highly interactive Influencing and Negotiating Upwards virtual course with former Ambassador and UK diplomat, Charles Crawford, to understand the theory and technique behind influencing and negotiating upwards. Share your experience of a past difficult or upcoming negotiation, discuss different scenarios and learn new techniques that can help you and your organisation get best results.

Please note we will be using Zoom to deliver this course. 

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

09:45 - 10:00


10:00 - 10:15

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

10:15 - 11:30

Influencing and Negotiating: Theory

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

  • Upwards and downwards: leaders and followers
  • Knowing about strength and weakness
  • Exploring problems
  • Positions, Interests and Needs (PIN)
  • Strength, weakness and ‘attitude’
  • How to press for more
11:30 - 11:50

Morning Break

11:50 - 13:00

Influencing and Negotiating: Practice

Learn practical tips for enhanced personal effectiveness and being convincing

  • Preparing a negotiation
  • Learn how to lead and steer meetings
  • How to incorporate listening techniques: reflecting, reframing and pushing back
  • What if…?
  • Using silence to make an impact
  • Practise summarising
13:00 - 14:00


14:00 - 15:00

Workshop: Negotiating Case Studies

Participants in small groups look at two difficult situations where more junior team members have to disagree with or persuade senior colleagues, then share their 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

Participants are asked to share examples of difficult negotiation/influencing problems

  • Discuss the problem and the principles raised
  • Identify ways to do well next time
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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Q: Can I book without a purchase order number?

A: Yes. Simply email 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 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.