Influencing and Negotiation Skills [Training School]

  • When:
    Friday, 21 June 2019, 8:45am - 5:30pm
  • Where:
    Conference Room 4, 3F, Grand Millennium Shanghai Hongqiao, 千禧海鸥大酒店, 3楼, 会议室4
    2588 Yan An West Road, Shanghai
    上海市延安西路2588号
  • Price:
    Member Price: ONE training credit plus RMB 2,200, or RMB 3,000. Non-member Price: RMB 3,800. (This is a pre-paid event.)

RSVP: Hilary.Wu@britishchambershanghai.org (Click here to learn more about the Training Credits)

This workshop gives participants the interpersonal skills and communication techniques to effectively influence other people in the workplace.

Whether colleagues, employees, managers, clients or suppliers, the participants learn how to influence others to accept their requests, support their projects and adopt their recommendations.

The workshop addresses the following challenges: gaining internal buy-in for projects and ideas, obtaining external support for business initiatives, and convincing management to take action.

By completing this workshop, participants will:

  • Communicate more effectively
  • Use new strategies to build successful business relationships
  • Create unique communication strategies to effectively influence others
  • Comprehend their influencing style and strengths
  • Adapt their influencing style based on their stakeholder, the topic and the situation  

Training Schedule

8:45am Registration & Networking
9:00am Opening
9:30am Understanding Influencing and Negotiating

  • How do you define influencing and negotiating? What are the similarities and differences?
  • Defining Success and Pre-Conditions for Success
  • Qualities to Succeed: Awareness, Articulation, Action 
  • Building Your Case Study: Who do you need to negotiate with, what are your objectives, what are your challenges?

9:50am Role-Play (table)

  • 10 min to prepare 
  • 5 - 8 min role-play 
  • Review and feedback

10:30am Break

10:45am Awareness: Understanding the Individual

  • The Iceberg Principle
  • Rational and Emotional Needs and Drivers
  • Case Study Discussion

11:15am Articulation: Presenting Your Message

  • Exercise: 3 Rules of Influencing
  • Persuasive Message (Statement, Value, Relevance)
  • Creating the ‘Real’ value

12:00pm Experiential Learning Activity: Black & White Game

  • Set-up
  • Activity
  • Debrief

12:30pm Lunch

1:30pm Action: Planning for Success

  • Step 1: Defining My Objectives 
  • Step 2: Identifying My BATNA 
  • Step 3: Understanding My Issues and Positions 
  • Case Study Discussion
  • Mini Role-Play: The Watch Maker

3:00pm Break

3:15pm Action: Planning for Success (continued)

  • Step 4: Planning My Tactics: Cooperative vs. Competitive
  • Small Group Discussion: Responding to Tactics 

3:45pm Role-Play (in front of room)

  • 10 minutes partner briefing
  • 8 - 10 minutes per role-play 
  • Review and feedback

5.15pm End of Day Wrap-Up

  • End of Day Discussion
  • Key Learning

5:30pm End of Day

RSVP: Hilary.Wu@britishchambershanghai.org (Click here to learn more about the Training Credits)

Cancellation Policy: Please note that if you need to cancel this booking, we must receive your cancellation by email no less than 72 hours in advance of an event. If we do not receive the cancellation notice by this time, the Chamber will have to charge you the full-price for the event, as this is necessary to cover costs automatically incurred by the Chamber on the registered attendees’ behalf.

Upcoming Training School Events:

Speaker Introduction

Jennifer Peterson

Senior Consultant, Simtiri

Jennifer’s professional experience includes more than 15 years spent in corporate training, marketing, and sales in the United States, Europe and Asia. As a result, Jennifer brings extremely valuable insights to the table on corporate coaching, effective presentations, negotiation tactics, business meeting strategy, corporate relationship management skills, and expert contract-closing methodologies.

As a trainer, facilitator and coach for Simtiri, Jennifer works with groups of professionals as well as one-on-one with C-level executives to share the secrets of her proven techniques. Additionally, Jennifer helps clients to better understand their role in the professional environment and how to manage their own skills in ways that set good businesses and associates apart from great ones. All of Jennifer’s sessions are tailored to the specific needs of each class or individual, so everyone receives maximum benefit from their time spent with her.

Event contact

Hilary Wu
+862162185022
hilary.wu@britishchambershanghai.org