Negotiating, Influencing & Persuading In Financial Services

Achieving buy in from people is essential for financial services professionals who seek to achieve improved results and also further their careers.

This interactive workshop will enable you to manage the tension between the desire to get along with people and the business imperatives to meet plans and implement strategies. You will learn essential techniques to persuade people and how to recognise the “walk away” point. Perhaps, more importantly, where you can safely compromise in a negotiation and still meet the objective.

The best negotiators are subtle, fair and know what to give away, when to make demands and how to compensate when there are difficulties. They achieve lasting results and gain real commitment from people.

This is a highly practical and interactive workshop, led by an expert in communication. The group size is a maximum of 14 so that you have the opportunity to debate and explore how techniques you will learn can be used in real life, and also derive the maximum personal feedback to fuel your development.

The Course Agenda

Negotiating with colleagues

• How do we view negotiation
• How other business leaders view negotiation?
• Negotiation exercise – in pairs
• Negotiation essentials: the WIN/WIN and WalkAway

Your preferred communication style

• Ways we communicate
• Your own preferred/natural style
• Identifying styles around you
• Analysing why you may meet resistance
• The Social Styles Model
• How to more effectively communicate with other styles

Managing meetings

• The “5 Cs” of meeting management
• Defining meeting outcomes: getting the job done AND people engaged
• Questions to provoke discussion and control meetings
• Exercise – Agree/Disagree

Influencing the Board/Senior Management

• Presenting to the Executives
• Consider ways of delivering hard messages
• Effective presentation methods
• Practical exercise: “We have a problem”

Gaining agreement and prompting action

• Presenting the facts both passionately and dispassionately
• Leading the discussion to conclusions
• Gaining agreement on actions to be taken
• Agreeing timescales and responsibilities