Persuade, Influence and Negotiate

Description

This DVD covers persuading, influencing and negotiating skills comprehensively enough to be used on training courses covering just one of these core skills, or on a more general communication skills course. It will equip any employee with the skills needed to get the best possible result out of any situation, and can be applied inside and outside of the workplace.

Scripted by a subject expert and trainer, and with an accompanying Trainer's Guide, this innovative training DVD is comprised of short clips which allow the trainer complete flexibility and control to intervene at any point and jump around to relevant scenes. Scenes demonstrate good practice and bad practice and cover the following areas:

introduction
persuading
influencing
negotiating
meetings.

Unlike many similar products, this DVD is not based around a drama. Instead, each scene is firmly centred round a set of key learning points which helps to focus the viewer's attention and consolidate their learning. It represents real employees in an environment which is modern yet neutral and can be used by any type of organisation.

Contents

INTRODUCTION
The value of skilled persuading, influencing and negotiating
PERSUADING
Negative triggers and responses
Positive triggers and responses
Probing and active listening
Poor persuading
Powerful persuading - the persuasive funnel
INFLUENCING
Demonstration of influencing techniques
Using influencing techniques in conversation
Using influencing techniques in a presentation
NEGOTIATING
Poor negotiating
Exploring wants and needs
Trading
Cost versus value
Negotiating with colleagues
MEETINGS
Unproductive meetings
Making meetings productive
Persuading, influencing and negotiating in meetings