Influencing and negotiating upwards can be challenging, with subtle issues of hierarchy and professional respect in play. This is all the more the case in public sector negotiating, with so much at stake in policy and public spending terms and tough negotiation within and between departments and agencies. Having a clear sense of how to present a convincing case to senior people may make a big difference.

This specifically designed masterclass for public sector professionals explains the core theory and practical techniques for negotiating and influencing in all contexts, with an added focus on how this plays out within the organisational hierarchy.

Book this highly interactive course for your teams In-House to practise the theory from the morning and share your experience of a past difficult or upcoming negotiation, discuss different scenarios and learn new techniques that can help you and your organisation get the best results.

Learning Outcomes

  • Understand the core theory behind influencing and negotiating
  • Know how best to effectually prepare and plan for a negotiation
  • Discover new techniques for being heard and understood
  • Practise taking the lead and steering meetings towards your interests
  • Review which techniques work best for you when negotiating and exerting your influence
All the Understanding ModernGov courses are Continuing Professional Development (CPD) certified, with signed certificates available upon request for event.

Enquire About In-House Training

To speak to someone about a bespoke training programme, please contact us:
0800 542 9414
[email protected]


Collapse all
09:15 - 09:40


09:40 - 10:00

Chair’s Welcome, Introductions & Examples of Delegate’s Experiences

10:00 - 11.30

Influencing and Negotiating: Theory

Understand theory involved in negotiation and influence, before tackling some practical examples throughout the day’s sessions

  • Understanding theory behind leaders and followers
  • Knowing about strength and weakness
  • Learn listening and questioning techniques
  • Know about Positions, Interests and Needs (PIN)
  • How to press for more
  • The importance of anchoring
11:30 - 11:45

Morning Break

11:45 - 13:00

Workshop: Practise Influencing & Negotiating

  • Best ways of preparing a negotiation
  • How to incorporate listening techniques
  • Practise reflecting, reframing and pushing back
  • What if…?
  • Using silence to make an impact
  • Being difficult and when this can be effective
  • Practise summarising
  • Learn how to lead and steer meetings
13:00 - 14:00


14:00 - 15:30

Role Play: Agreeing Priorities

Delegates, in groups of five, play different roles of senior managers in an organisation, negotiating a package of investment opportunities – views on priorities differ sharply, and there may be opportunities for using a veto

  • Practise steering a meeting towards your interests
  • Understand how to frame your position in a number of different ways
  • Influence your peers to come to a favourable outcome
15:30 - 16:00

Group Discussion: Which Techniques Worked?

  • Evaluate which techniques were the most effective and why
  • Discuss which techniques were less effective and how to improve
16:00 - 16:15

Feedback, Evaluation & Close