DAY 1

Introduction, course objectives and participant introductions

• the nature of influence, the basic mechanisms
• understanding the individual
• the importance of identity beliefs and values
• • psychological models of individual and group processes
• the significance of self-esteem
• influence behaviours
• specific actions
• mental models, beliefs and understanding how influence works
• a review of relevant psychological concepts
• personality
• motivation
• communication
• intelligence

DAY 2

• negotiation strategies
• win/win or win/lose
• a negotiation mindset
• opponents or partners
• examining power-bases
  
  • practical investigation of a personal power-base
  • the importance of perception
• tactical negotiation
  
  • creating a negotiation plan
  • assessing the other side, tricks and tactics
• managing human states
  
  • the role of anchoring
  • handling conflict
  • practical tools for state management
• understanding human thought-process patterns
  
  • identifying motivation patterns
• developing rapport skills

Action planning.