Negotiation involves a wide range of disciplines, many of which you will learn about our negotiation workshops. This video tutorial offers you a more in-depth insight into the topic of influence and persuasion within the framework of negotiation. Why are we influenced by others? How do we counteract influential tactics from the other party? What techniques can use ourselves which are not manipulative in a negative sense, but help steer the other party towards a better result?

The tutorial is split into six chapters and is inspired by Professor Robert Cialdini, the eminent expert in the subject of persuasion and the psychology of influence.

Our aim is to discuss the central aspects of persuasion in the context of everyday negotiation, with particular emphasis on business situations.

Each section begins with an introduction to the topic, before going on to outline its application in a negotiation setting. We present many key facts and methods that learners can apply in their own discussions. Importantly, you will also learn to recognise when others are attempting to influence or manipulate you. The topics are illustrated with plenty of everyday examples and real-life anecdotes.

Each section concludes with a short quiz so you can test your knowledge of what you have learned.