About this course
Negotiation and Influencing Skills gives delegates a structured, practical understanding of principles of principled negotiation and preparation, BATNA and ZOPA, then builds the skills to apply influence tactics and persuasion, handling difficult negotiators and closing and securing agreement in real work. Leadership and management courses for supervisors, managers and executives who need to set direction, lead change and get results through people. One of our most requested courses.
Sessions are led by practitioners with at least 15 years in the field, and mix short input with exercises, case studies and group work, so delegates return with methods they can use straight away.
Who should attend
Managers, heads of department, team leaders and high-potential staff preparing for broader leadership roles. No specialist prerequisites are required for the Practitioner level; Foundation, Advanced and Executive versions are available on request.
What you will learn
- Principles of principled negotiation
- Preparation, BATNA and ZOPA
- Influence tactics and persuasion
- Handling difficult negotiators
- Closing and securing agreement
5-day course outline
- Day 1
Principles of principled negotiation
Concepts, standards and terminology, with a diagnostic exercise to baseline the group.
- Day 2
Preparation, BATNA and ZOPA
Methods and tools explained step by step, with worked examples from real operations.
- Day 3
Influence tactics and persuasion
Hands-on practice in small groups using realistic data, cases and templates.
- Day 4
Handling difficult negotiators
Case studies of successes and failures, and how to apply the lessons in your organisation.
- Day 5
Closing and securing agreement
Integration exercise, final knowledge check and a personal action plan.
10-day extended programme
The extended programme includes the full 5-day outline above, plus a second week of applied work.
- Day 6
Applied workshop: Principles of principled negotiation
Deeper practice with your own data or site examples.
- Day 7
Applied workshop: Preparation, BATNA and ZOPA and influence tactics and persuasion
Group exercises that combine methods from week one.
- Day 8
Field case study: Handling difficult negotiators
A detailed industry case worked through from start to finish.
- Day 9
Advanced practice: Closing and securing agreement
Tools, templates and checklists to take back to work.
- Day 10
Assessed project and presentation
Each delegate presents an improvement plan and completes the final assessment.
Upcoming classroom dates
| Dates | City | Length | Fee |
|---|---|---|---|
| 9 Nov 2026 to 13 Nov 2026 | Dubai | 5 days | $2,450 |
| 14 Dec 2026 to 25 Dec 2026 | Dubai | 10 days | $4,450 |
| 10 Jan 2027 to 14 Jan 2027 | Riyadh | 5 days | $2,450 |
| 8 Feb 2027 to 19 Feb 2027 | London | 10 days | $6,250 |
| 15 Mar 2027 to 19 Mar 2027 | London | 5 days | $3,450 |
| 4 Apr 2027 to 8 Apr 2027 | Riyadh | 5 days | $2,450 |
| 2 May 2027 to 6 May 2027 | Cairo | 5 days | $2,450 |
| 21 Jun 2027 to 25 Jun 2027 | London | 5 days | $3,450 |
| 5 Jul 2027 to 9 Jul 2027 | London | 5 days | $3,450 |
| 9 Aug 2027 to 13 Aug 2027 | Amsterdam | 5 days | $3,450 |
Live online sessions run every month in GCC, Europe and Asia time slots. Other dates and cities on request.
Customise this course
Change the level, language, length and format, combine it with topics from other courses or ask for topics that are not in our catalogue, and add your own case studies, site visits or exam preparation. Open this course in the customiser to see the day-by-day outline and an instant indicative fee.
Frequently asked questions
How long is the Negotiation and Influencing Skills course?
It runs as a 5-day core programme or a 10-day extended programme. The 10-day version adds a second week of workshops, case studies and an assessed project.
Where is the Negotiation and Influencing Skills course held?
Classroom sessions run in Dubai, Istanbul, London, Kuala Lumpur and Cairo, with more cities opening to 2030. It is also available live online and in-house at your site.
Can the Negotiation and Influencing Skills course be customised?
Yes. You can change the level, language, length from 1 to 20 days and format, add topics from other courses or new topics, and include your own case studies. Use the online customiser for an instant indicative fee.
How much does the Negotiation and Influencing Skills course cost?
From $2,450 for 5 days in Dubai, Istanbul, Cairo or Kuala Lumpur, $3,450 in London, and $1,450 live online. In-house delivery for up to 15 delegates starts at $12,900.