Available Dates


When it comes to the public sector, there’s lots at stake with negotiating policies, public spending terms and tough compromises between departments with subtle hierarchy issues. To make big changes, you need to know how to present convincing cases to senior staff.

Attend our highly interactive Influencing and Negotiating Upwards course led by former Ambassador and UK Diplomat, Charles Crawford, to understand the theory and techniques behind influencing and negotiating upwards.

Through collaborative sessions, practice the theory and share your experiences of difficult or upcoming negotiations, receive expert feedback, discuss different scenarios and learn new techniques that can help you and your organisation get better results.

trainer photo
Charles Crawford
former Ambassador and UK Diplomat

Charles Crawford retired from the Foreign and Commonwealth Office at the end of 2007 after nearly three decades in the UK Diplomatic Service

Charles Crawford CMG is the former British Ambassador to Poland (2003-2007); Serbia and Montenegro (2001-2003); and Bosnia and Herzegovina (1996-1998)

A barrister and mediator, he draws on extensive experience in the UK diplomatic service, much of it tackling transition issues in former communist Europe

In his diplomatic career he served as FCO speechwriter to Foreign Secretary Sir Geoffrey Howe. He has contributed to speeches by members of the Royal ...

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Learning Outcomes

  • Learn how to use new techniques for being heard and understood
  • Understand the core theory behind influencing and negotiating
  • Know how best to effectually prepare and plan for a negotiation
  • Learn about leading and steering meetings towards your desired outcome
  • Review which techniques work best for you when negotiating and utilising 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]


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09:00 - 09:30


09:30 - 10:00

Trainer’s Welcome and Clarification of Learning Objectives

10:00 - 11:30

Influencing and Negotiating: Theory

  • Exploring problems
  • How to press for more
  • Strength, weakness and ‘attitude’
  • Positions, Interests and Needs (PIN)
  • Upwards and downwards: leaders and followers
  • Understand the theory involved in negotiating and influencing, looking at practical examples throughout the day’s sessions
11:30 - 11:50

Morning Break

11:50 - 13:00

Influencing and Negotiating: Practice

  • What if…?
  • Practise summarising
  • Preparing a negotiation
  • Use silence to make an impact
  • Learn how to lead and steer meetings
  • Gain practical tips on how to be more convincing
  • Incorporate listening techniques: reflecting, reframing and pushing back
13:00 - 14:00


14:00 - 15:00

Workshop: Negotiating Case Studies

  • In small groups look at two difficult situations where more junior team members must disagree with or persuade senior colleagues, then share ideas with the wider group
  • Discuss the issues and the principles raised
  • Learn how different techniques might get a good result on a future occasion
15:00 - 15:20

Afternoon Break

15:20 - 16:00

Workshop: Delegate Experience's

  • Share examples of difficult negotiations and influencing problems
  • Discuss the problem and the principles raised
  • Identify ways to do well next time
16:00 - 16:15

Feedback, Evaluation and Close