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INFLUENCE & NEGOTIATION

Influence & Negotiation is one of the most sought-after corporate training programs offered by EIY in 2024. The course will help participants master influence techniques & negotiate win-win deals with a focus on empathy and assertiveness.

Participants:
Middle managers, Senior managers (C-level), business leaders.
Sales staff who want to advance themselves in negotiation skills.

***For each group of subjects, the program will be designed specifically to suit their learning needs.

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OBJECTIVES

Master influence techniques to shape outcomes.

Negotiate win-win deals with a focus on empathy and assertiveness.

Confidently manage complex, cross-cultural negotiations.

LEARNING AGENDA

SESSION 1

To negotiate or not to negotiate

1. Why aren’t you negotiating?

2. The choice to negotiate: When and why negotiations matter;

3. Types of negotiations: Personal, professional, and external.

SESSION 2+3

Who gets what in a negotiation

1. Creating the common ground;

2. The infrastructure of negotiation;

3. Identify your goal;

4. The power of alternatives;

5. Types of issues in negotiations: How to Distinguish among Distributive, Integrative, and Congruent Issues.

SESSION 4+5

Creating and Claiming Value in Negotiations

1. Expanding the pie: Creating value that benefits all parties;

2. Mixed motives in negotiation;

3. Claiming value: Techniques to secure what you want while ensuring a win-win;

4. The integrative potential in negotiations.

SESSION 6

Having (and not having) power

1. Mapping out the negotiation;

2. What you don’t know can really hurt you;

3. It takes at least two to Tango;

4. Who should make the first offer?

5. Is she(he) who speaks first truly lost?

6. Power –having it or not – and getting more.

SESSION 7

Your future Negotiations

1. Managing the negotiation;

2. Supplementing & verifying what you think you know;

3. The influence of promises & threats;

4. Emotions in negotiation.

SESSION 8

Final Assignment

Practice all negotiation techniques in different scenarios.

LEARNING METHODS

Training – 10%Instructors spend 10% of class time instructing techniques.
Practice – 70%Practicing is the key to master skills. Learners spend 70% of the class time practicing skills.
Evaluation – 20%Learners receive feedback from instructors, classmates, coach assistants to ensure continuous growth.

HOW TO CONDUCT?

Schedule

Total 16 hours of in-class training & practice.

  • 4 half-day sessions
  • 4 hours/ a session
  • 1 session/ a week
Organizing team

EIY & Clients

Language

English/Vietnamese

Participants

Up to 15 learners/class

Location

Clients Site

Instructing team

Each session has

1 Instructor

1 Coach Assistant

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    Learner’s Performances
    View All Learner’s Performance
    EIY training increases my authentic speaking skills to influence my team members, stakeholders and managers.
    Ms. Phuong Huynh
    Country Director at TRUE COMMERCE
    Having an opportunity to use EIY service is a great pleasure to me. EIY instructors are both energetic and committed, training content is well-designed, which together can assure ROI for companies using EIY service. Keep up your good work and continuously improve.
    Mr. Trung Dang
    HR Director at GENE SOLUTIONS
    After this Public Speaking training, some learners suggested me to extend the course longer but our company prioritized the next learning slots for senior executives. Strongly recommend EIY Public Speaking training as our company has been received return on investment from their training.
    Nguyen Hong Le
    Head of HR at Gamuda Land
    Actively participating in EIY’s Public Speaking & Communication training has empowered RMIT students’ confidence to speak up and share their ideas in class discussions, meetings, interviews, pitching and presenting.
    Eric Asato MBA
    RMIT Career Consultant