This course is now sold out. Please see other available dates.


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

Through collaborative sessions and breakout rooms, 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 best results.

Attend this highly interactive Influencing and Negotiating Upwards virtual course with former Ambassador and UK diplomat, Charles Crawford, to understand the theory and technique behind influencing and negotiating upwards.

Unlocking the Power of Virtual

Our virtual courses have been designed with you in mind. From group exercises in breakout rooms to live chat, whiteboards and interactive polls, we use a range of tools and techniques to ensure that you can connect with your trainer; network and share best practice with your peers and leave the day with the skills you need.

Our courses provide you with an interactive and engaging learning environment that can be accessed from any location, helping you to continue to connect, learn and grow. Click here to discover more!

Please note we will be using Zoom to deliver this course.

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 ...

Read more

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
  • Learn about leading 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
09:25 - 09:30


09:30 - 10:15

Introductions & Examples of Delegate’s Experiences

  • The Chair will discuss delegate experiences to identify personal objectives for the day and tailor the course to specific requirements
  • Delegates will have the opportunity to share their own experiences of influencing and negotiating and discuss their learning objectives
10:15 - 11.30

Influencing and Negotiating: Theory

Understand theory involved in negotiating and influencing, looking at practical examples throughout the day’s sessions

  • Upwards and downwards: leaders and followers
  • Knowing about strength and weakness
  • Exploring problems
  • Positions, Interests and Needs (PIN)
  • Strength, weakness and ‘attitude’
  • How to press for more
11:30 - 11:50

Morning Break

11:50 - 13:00

Influencing and Negotiating: Practice

Learn practical tips for enhanced personal effectiveness and being convincing:

  • Preparing a negotiation
  • Learn how to lead and steer meetings
  • How to incorporate listening techniques: reflecting, reframing and pushing back
  • What if…?
  • Using silence to make an impact
  • Practise summarising
13:00 - 13:45


13:45 - 14:00

Reflection Session

  • Trainer will review the day’s learning and the next stages of the course
  • Delegates will have time to ask questions and share views with one another
14:00 - 15:00

Workshop: Negotiating Case Studies

Participants in small groups look at two difficult situations where more junior team members must disagree with or persuade senior colleagues, then share their 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: Delegates' Experiences

Participants are asked to share examples of difficult negotiation and influencing problems

  • Discuss the problem and the principles raised
  • Identify ways to do well next time
16:00 - 16:15

Round Up and Key Takeaways


"Excellent course, lots of useful tips"
Influencing and Negotiating Upwards Head of Commercial, Office for National Statistics
"Hugely useful, practical course that provided invaluable tips in an entertaining way"
Influencing and Negotiating Upwards Assistant Director Economic Shocks, BEIS