Parsons Brinckerhoff China Region Learning and Development e-Catalogue 2014 | Page 7

Influencing and
Negotiation 101

Communication

SE & PE

2 Hrs
Pre-req

Communication
and Presentation

P AGE

7

REGISTER HERE !

for class opening information

C

ommunic at ion
with clients can
at times be much
more challenging than
those
with
your
colleagues, families, and
friend. It is not easy to
understand what they
are thinking, let alone
getting their buy-in for our
proposals or negotiating a deal
with them.

Do you know your
natural tendency when
conflicts arise? Do you
tend to compete, avoid,
or compromise? More
importantly, do you
know your client’s
preference?


 What can you do in
“half a second” to increase the likelihood of your stakeholders and counterparts agreeing to what you said?


Does telling someone they are “nice”
or “helpful” actually makes them
“nice” and “helpful”?

Psychologists have been studying the tactics to influence and
negotiate for decades and may Which matters most: A short-term
be it’s time we can shed some
gain or a long-term loss? A shortlights from their findings, e.g.:
term loss or a long-term gain?
A 2-hour seminar called

Influencing and Negotiation 101
is designed for SE and PE in clientcontact roles, who are interested in
acquiring tips to increase impact of
communication with external parties.

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