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Influencing and Negotiating Upwards

Ideal for managers who need to negotiate upwards to a senior level. It is also very popular with those involved in service level agreements or contract negotiations.

Learning Objectives

By the end of this course you will be able to:

  • Create a positive negotiating environment.
  • Manage emotion and behaviour in negotiation.
  • Read body language and look out for the non-verbal signs.
  • Handle risk assessment and contingency planning.

Course Content

This course focuses specifically on how to influence and negotiate upwards at a senior level.


The course teaches you the personal skills of maintaining composure in the vital stages of delivery and how to keep a cool head in the planning, delivery and closing of a negotiation. You will also learn how to read body language and look out for the verbal messages that are being given out.


The course also explores the practical techniques dealing with risk and negotiation breakdown.

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