Influencing and negotiating upwards can be a challenging skill as it is more likely to involve higher stakes, greater nerves and a more heightened drive for success. With stretched budgets, departments and individuals continue to be given greater responsibilities, making it more important than ever to be able to put across your point of view, pitch innovative ideas to decision-makers and successfully bid for valuable funding.

Public sector negotiation can be more stressful and involve greater competition when involving bargaining for vital public spending, so a positive and effective technique of exerting your influence upwards towards senior leaders can make all the difference. This masterclass explains core theory and practical techniques for negotiating and influencing in all contexts, with particular focus on situations of organisational hierarchy.

Book this highly interactive course for your teams In-House to understand the theory and technique behind influencing and negotiating upwards. Practise a number of learned techniques during a role-play exercise and gain valuable feedback to assess which practices work best for you and your organisation, to ensure successful implementation on your return to work.

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


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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