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The art and science of negotiation



This one hour webinar presents methods of persuasion and influence. The webinar aims to equip participants with an approach and specific tactics to present their ideas, offers and solutions so that they are met with attention and agreement from others.

Content description

A webinar by Sheer Negotiations founder, author and UNSW lecturer Noa Sheer, on persuasion and influence methods. Learn tactics, tips and tricks to persuade others to see things from your perspective. Learn how to influence others to accept your ideas and offers. The approach taught in this webinar will allow you to get what you want while nurturing a relationship with the other party, building rapport and trust. The webinar introduces techniques such as anchoring, framing, mirroring and trust building. It is taught through a combination of lectures and activities, case studies and anecdotes. Choose this webinar if you want others to agree with you, consider your solutions and acknowledge your ideas. It will provide you with structure to plan for interactions and will guide you in what to say and how to say it.


Learning outcomes

After completion of this topic, successful participants should be able to:

  • Understand the principle of “other-directed behaviour” and how it applies to persuasion
  • Understand the concept of underlying interests
  • Craft content based on popular and easy-to-use frameworks
  • Define three different types of frames, and their purpose
  • Use a framework to present solutions persuasively
  • Use several persuasion tactics
  • Use rapport-building tools to fast-track a trusting relationship.

Benefit

Gain some structure for thinking about persuasive communication. Equip yourself with tricks to manage and influence the perceptions of others.

Noa Sheer

Noa (BA, MA, MPhil) is the founder of the consultancy Sheer Negotiations, which provides training and consultation in negotiations to corporate, government and non-for profit organisations in Australia, NZ and the US. She is a lecturer at the School of Business at the University of NSW and the Australian Graduate School of Management. Noa is the co-author of the book Effective Negotiation: From Research to Results 2019, published by Cambridge University Press.


EVENT DETAILS


Topic: Business Mindset, Future Focused, People & Leadership

Sub-Topic: Building Knowledge, Negotiation, Operational Excellence

Format: Recorded Webinar

Proficiency Level: Foundation, Intermediate, Advanced

CPD: Upto 1 hours