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Negotiating and Influencing skills

Negotiating and Influencing skills

@ Edinburgh Chamber of Commerce 40 George Street EDINBURGH Midlothian EH2 2LE

31st March, 2022 09:30-16:30 Training 195.00-250.00
This course is designed to provide you with the essential techniques and strategies to understand how negotiating fits into a) the sales process, and b) the staff management/leadership process, and how to plan for and conclude your negotiations.

The course will cover the following key negotiating tools and techniques, including:
  • The most effective response to the question “could you do it cheaper?”
  • Understanding the game of negotiation and deciding how you want to play
  • Negotiation styles and personal preparation
  • The three stages of negotiation
  • The importance of win:win
  • Trading and closing the deal
  • The psychology of influence: motivating other people
 Who should attend?
This Course is For You If…
  • You are an owner/manager with a great product/service, but lack the skills or confidence to - -negotiate with customers and suppliers,
  • You find yourself discounting on price just to close a deal,
  • Negotiating is a part of your role and you’ve had little or no training in how to do it.
  • You need to influence others as part of a leadership role
  • You are in a partnership, project group or other setting (such as campaigning or negotiating) and require to influence other people
 Learning outcomes: 
  • Secure collaborative win-win results.
  • Use the most appropriate strategies and tactics for effective negotiation.
  • Understand and demonstrate how to create value in your proposals that don’t only focus on price.
  • Be able to calmly work through client objections.
  • Prepare and plan for the best possible results.
  • Recognise when and how to close the deal.
  • Develop the skills and confidence to use your influence, improving your skills in influencing, communicating and negotiating.
  • It will help you understand what makes people tick, how to work more effectively with people, and how to develop a convincing personal style 
Course Director: Bryan Leslie

Train your team:
This course can be delivered on site for corporate teams and tailored to your specific requirements. For details contact

The ECC training experience:
  • Expert trainers - Passionate specialists who keep up to date with the latest trends in their field
  • Quality delivery - Trainers are assessed annually on the quality of their delivery and delegate engagement
  • Practical training methods - Theory and practical based training to take back to the office
  • Small class sizes - No more than 15 people to ensure you get the most from our trainers
  • Wide breadth of topics - ECC offer over 40 different essential business training courses covering everything from Leadership and Management through to Digital and International Trade
  • 3 learning levels – Beginner /Introductory, Intermediate and Advanced
Cancellation Policy: Click Here

Business Comment

Business Comment is the Edinburgh Chamber of Commerce’s bi-monthly magazine. It provides insight on Edinburgh’s vibrant business community, with features on the city’s key sectors, interviews with leading figures and news on new business developments in the capital.
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