Getting to yes, well
Influence, Persuasion and Negotiation.
A full day on influence, persuasion and negotiation: power, ethical persuasion, listening, principled and empathetic negotiation, coalitions and landmark cases read together.
- Level
- Immerse
- Learning time
- 9 hours 30 minutes
- Where
- Influence, Persuasion and Negotiation
- Price
- £249
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Read the full terms
Certificate of Completion, or Certificate of Completion and Assessment with a short assessment
Overview and Outcomes.
Who It's For
Public service leaders who influence and negotiate across organisations
Overview
Getting to yes, well is a full day immersion in influence, persuasion and negotiation for public service leaders. It starts with power and authority, Cialdini's principles and the rhetoric that moves people, then reads the room through active listening and emotional intelligence. Negotiation follows in depth: Fisher and Ury's principled approach, BATNA and ZOPA, negotiating styles, Raiffa's preparation and process, Voss's tactical empathy and working across culture with William Ury's third side. The day closes with real deals, coalition building and office politics, and a capstone reading the Good Friday Agreement, the NHS resident doctors' dispute and other cases together.
Aims
This programme aims to develop leaders who can influence and negotiate with skill and integrity, choosing legitimate sources of power, persuading ethically, listening for interests, adapting to counterparts and building coalitions, so that they secure agreements in public service that are fair and durable.
In summary, you will be able to:
- Explain how power, authority, persuasion principles and rhetoric shape influence, and use the disclosure test to keep your methods ethical.
- Plan and conduct a negotiation using interests, BATNA, tactical empathy and structured process, adapting to style, culture and power.
- Lead coalition building across your organisation, mapping stakeholders and managing up ethically, drawing on lessons from recent high profile negotiations.
What you'll develop
By the end of this Immerse, you will be able to:
- Distinguish influence, power and authority, and identify which of French and Raven's six bases of power you and others are drawing on.
- Explain how ethos, pathos and logos each fail on their own, and sequence them as Churchill did: facts, then trust, then feeling.
- Distinguish positions from interests and apply Fisher and Ury's four principles of principled negotiation.
- Use mirroring, labelling, calibrated questions and the accusation audit in a difficult conversation.
- Distinguish the distributive and integrative elements of a deal, and create value by trading issues that each side values differently.
- Identify several frameworks operating at once in a live case and assess which one did the real work.
Built from 7 parts.
9 hours 30 minutes of learning.
- 01Where influence really comes fromPower, authority and influence at workBitesize1 module
- 02The art of the persuasive caseCialdini's principles of persuasion and rhetoricBitesize2 modules
- 03Reading the roomNegotiation skills: the foundationsBitesize2 modules
- 04Before you sit downNegotiation preparation and tacticsBitesize2 modules
- 05Listening your way to yesTactical empathy, Chris Voss and negotiationBitesize2 modules
- 06Alliances and corridorsCoalition building and office politicsBitesize2 modules
- 07Persuasion at work, case by caseInfluence and negotiation case studiesBitesize1 module
You have reached the top of this topic
- You are hereImmerse, 9 hours 30 minutes, £249
It is also part of these programmes:
- Setting the courseFlagship19 hours 30 minutes£499
- Taking the director’s chairFlagship15 hours£459
- What takes you furtherFlagship15 hours£459
- Holding steady, moving forwardFlagship27 hours 30 minutes£549
- No title requiredImmerse8 hours 30 minutes£249
- The conversations we put offImmerse9 hours 30 minutes£249