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Influencing and Negotiating Skills

Start Date Wednesday, 16th May 2018
Duration 1day
Start & Finish Time 9am-5pm
Trainer Mike Roche
Places 12
Location Cork International Hotel
Members Fee €110.00
Non-Members Fee €130.00

Book a place on this course

To book a place on this course, please complete the following online form.


• M.Sc in Training and Human Resource Management, University of Leicester
• B.E. Electrical Engineering, University College Cork
• Graduate Diploma in Management Studies, Institute of Commercial Management
• Focus on Training – Certificate in Training and Development, Irish Management Institute


This programme is designed to equip learners with the knowledge and skills necessary to understand their own influencing and negotiating style and to use it to their best advantage. The importance of focused communication and adopting an assertive approach to managing conflict are also highlighted.


At the end of this programme, successful participants will be able to:

• Define negotiation and influencing.
• Identify the key traits of a successful negotiator.
• Communicate more effectively within their circle of influence.
• Identify their preferred influencing style.
• Highlight the role that assertiveness plays in influencing others.
• Demonstrtae an understanding of the the principles and objectives of negotiation.
• Apply the tools and techniques necessary to become skilled at influencing, negotiating and managing conflict.

Who Should Attend?

The programme is suitable for people whose roles involve negotiating, influencing and reaching agreement with others.


What is Negotiation?
• Types of Negotiation
• The Negotiation Facts of Life
• Good Negotiating Characteristics

Focused Communication
• Types of Communication
• Active Listening
• Questioning

• Characteristics of Assertive Behaviour
• How to say ‘No’ Assertively
• Dealing with Aggressive Behaviour

Emotional Intelligence and Influencing Others
• Personal Brand
• How are you perceived by others?
• Different Influencing Types

Managing Conflict
• Sources of Conflict
• Different Approaches to Managing Conflict
• Developing the Collaborative ‘ Win-Win’ Approach

Negotiation Styles and Strategies
• Positional Bargaining
• Principled Negotiation
• Negotiation – a game of strategy
• The Negotiation Process
• Bargaining/Concessions
• Managing Obstacles
• Moving from Bargaining to Closing

About this form

The purpose of this booking form is to gather profile information about participants on programmes funded by Skillnets from the National Training Fund through the Department of Education & Skills (DES). Only aggregated participant data will be reported to the DES. Separately, Skillnets will inform the Department of Social Protection (DSP) about the attendance of individuals in receipt of income support from DSP on short courses (i.e. 20 days or less). This is part of an arrangement with the Department, which supports the participation of its clients on Skillnets programmes.

Please Note: The number of free places available on this course are limited, and may already be allocated. In filling in this form, you are requesting a place on this course as opposed to making a confirmed booking. A member of our training team will be in touch closer to the course start date to advise if we are in a position to offer you a place on this course. If we are not able to offer you a place on this course, your request will be kept on file for future courses.

As an ongoing quality control measure and to ensure the highest possible standard of training, courses may be inspected from time to time.


BiznetCork Skillnet is funded by member companies and the Training Networks Programme, an initiative of Skillnets funded from the National Training Fund through the Department of Education and Skills.

NDP - Education and Skills - Skillnets - Finuas

For further information please visit

Cork Chamber©, Fitzgerald House, Summerhill North, Cork, T23 TD90, Tel: (021) 4509044, Email:, Company Registration Number - 13918

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