The Keys To More Successful Negotiations

Do you struggle to read other people in the negotiation process? 


Imagine being able to have different tools and techniques at your disposal to help you build trust and exert influence. 


Imagine being able to read other people's facial emotions even if they are trying to hide them.


This one-of-a-kind course explores the human element of negotiation and will help you expand your level of emotional intelligence and communication skills. 


The seven modules will provide you with the keys to unlock more successful negotiations. 

Course curriculum

  • 1

    Welcome to the course!

    • A Message From The Instructor

    • Handout 1: Before We Begin... Let's Assess Your Current Skills

  • 2

    Module 1: Planning & Process

    • #1.1 - Planning & Preparation

    • Handout 2: Negotiation Preparation Checklist

    • #1.2 - ZOPA, BATNA & Variables

    • #1.3 - The Agenda

    • #1.4 - Managing The Team

  • 3

    Module 2: Communication Is Key

    • #2.1 - Introduction

    • #2.2 - What Is Active Listening?

    • Handout 3: Listening Blocks Exercise

    • #2.3 - Active-Empathetic Listening

    • Handout 4: Active Empathetic Listening Checklist

    • #2.4 - Active & Constructive Responding

    • Handout 5: The Four Types Of Responding

    • #2.5 - Effective Questioning

    • #6 Conclusion

  • 4

    Module 3: Building Trust

    • #3.1 - Introduction: What Is Trust?

    • Handout 6: Trust Exercise

    • #3.2 - Why Is Trust Important?

    • #3.3 - The Makeup of Trust

    • Handout 7: Trust Makeup Exercise

    • #3.4 - Building Connection Part 1

    • #3.5 - Building Connection Part 2

    • #3.6 - Building Connection Part 3

    • #3.7 - Building Competence Part 1

    • #3.8 - Building Competence Part 2

    • Handout 8: Voice Checklist

    • #3.9 - Making Adjustments

    • #3.10 - Other Trust Behaviors

  • 5

    Module 4: Emotional Triggers

    • #4.1 - Introduction

    • #4.2 - What Are Emotions?

    • #4.3 - What Is An Emotional Trigger?

    • #4.4 - What Are Your Emotional Triggers?

    • Handout 9: Finding Your Unique Triggerprint

    • #4.5 - Why Is It Important?

    • #4.6 - How To Manage Your Triggers

    • Handout 10: 7-Second Reset Exercise

    • Handout 11: Visualisation Exercise

    • Handout 12: Getting On The Balcony

    • #4.7 - Conclusion

  • 6

    Module 5a: Reading Between The Lines: First Impressions & Non-Verbal

    • #5.1 - Introduction

    • #5.2 - Context Is Key

    • #5.3 - First Impressions

    • #5.4 - Thin slicing

    • #5.5 - The Halo Effect

    • #5.6 - Grooming

    • #5.7 - Attractiveness

    • #5.8 - Height

    • #5.9 - The Voice

    • #5.10 - Watch your Walk

  • 7

    Module 5b: Reading Between The Lines: The Face

    • #5.11 - The Face

    • #5.12 - Surprise

    • #5.13 - Fear

    • #5.14 - Anger

    • #5.15 - Disgust

    • #5.16 - Contempt

    • #5.17 Sadness

    • #5.18 - Happiness

  • 8

    Module 5c: Reading Between The Lines: The Body

    • #5.19 - Engagement & Disengagement Signals

    • Handout 13: Engagements Vs Disengagement Signals Checklist

  • 9

    Module 6: The Science Of Persuasion

    • #6.1 - Persuasion As A Science

    • #6.2 - The Reciprocity Principle

    • #6.3 - The Authority Principle Part 1

    • Handout 14: Authority Principle Exercise

    • #6.4 The Authority Principle Part 2

    • #6.5 The Authority Principle Part 3

    • #6.6 - The Liking Principle

    • #6.7 - The Persuasion Tools Model

    • Handout 15: Influencing Strategies Checklist

    • #6.8 - Conclusion

  • 10

    Module 7 - Power & Closure

    • #7.1 - Sources Of Power

    • Handout 16: Sources Of Power Exercise

    • #7.2 - Using Power Effectively

    • #7.3 Managing Conflict

    • #7.4 - Deadlocks

    • #7.5 - Lessons Learnt

    • *Handout 17: Lessons Learnt Template

  • 11

    Next steps

    • Before you go...

  • 12

    Continue You Self-Development

    • Course Discounts

Dr. Irvine Nugent

Behavioral Analyst & EQ Expert

Dr. Irvine Nugent helps people harness the power of their emotions so they can have deeper connections, make better decisions, and increase their influence. He possesses fifteen-plus years in senior leadership roles in organizations of various sizes, stages of growth, and different sectors. He is experienced in challenging business environments and has worked extensively with executive and emerging leaders as an executive coach and consultant, helping them become more self-aware, manage their emotions, read the emotions of others and manage their relationships. He is an internationally recognized trainer and top-rated keynote speaker and is one of the few worldwide certified FACS coders, who are experts in reading facial emotions. A gifted storyteller, his programs are infused with passion, dynamism, and of course, his natural Irish humor. He is the author of Leadership Lessons From The Pub.

Laura Scarfe

Behavioral Analyst & Negotiation Expert

Laura Scarfe specializes in emotional intelligence, negotiation, and CIPS procurement training. She has designed and delivered training programs for multi-million-dollar companies including an organization set up under UN Charter. Having received many accolades over the course of her career for her engaging style and innovative approaches to learning, Laura believes in the concept of edu-tainment, the fact that laughter leads to greater memory retention. Through international negotiations, Laura became fascinated by human behavior and in particular non-verbal interactions. Unintentionally insulting potential suppliers with her body language led her to study human behavior and create internationally recognized training courses in this area. She is one of the few trainers in the world to be a Paul Ekman Certified Trainer and has been featured numerous times on various BBC radio shows to analyze behavior and give advice.

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$349.95