Influencing Skills, Assertiveness and Negotiation


Course Name

Influencing Skills, Assertiveness and Negotiation

Course Code

PD-BC – A2

Number of Contact Hours

30 hours

Credit Hours

2 Credit Hours

Duration and Frequency

  • 15 sessions 
  • Each session = 2 hours
  • Frequency: daily Monday to Friday
  • Duration: 3 weeks

Mode of delivery

  • Online/On Campus/Hybrid


Professional Development – 

A – Business Communication


Assertiveness is about effective and confident communication. Being able to ask for and get what you want in an open, honest and direct way is a core skill whatever your job entails. This course will also give you the skills and confidence to explain and ultimately persuade and influence others.

Furthermore, everyone today is involved in negotiation. But often it seems that the conflict means that one party has to lose and the relationship suffers.

This course develops your skills so that you reach win-win agreements and enhance your relationship with the other party. 

This course will provide you with the tools for strategically planning to manage conflict situations and developing the skills to negotiate win-win solutions.



On completion of this course, participants are expected to be able to:

  1. Understand and overcome the barriers to being assertive
  2. Recognise certain behaviour traits in themselves and others and learn to deal with them
  3. Take control of and manage difficult situations
  4. Listen to and communicate effectively with different people to achieve a win-win situation
  5. Recognise the interpersonal needs of others
  6. Be able to build trust with different people
  7. Solve important communication challenges
  8. Understand the importance of negotiating in today’s business climate 
  9. Learn how to achieve win- win results 
  10. Recognise their current negotiating skills 
  11. Expand their range of negotiating skills 
  12. Be able to use a three-step planning guide to analyse and prepare for a negotiation 
  13. Choose an appropriate negotiating approach based on the desired result 
  14. Recognize negotiation tactics, how to use them and how to respond to them


Course Outline:

The Influencing Skills, Assertiveness and Negotiation course is designed to cover the following units:

Negotiation Skills

  • Pre-negotiation preparation on all aspects of the negotiation
  • Styles, techniques and skills of a good negotiator
  • Tricks people may play on you
  • Close with a win-win result for all

Influencing Skills

  • Analysis of factors which influence people
  • How to influence people without power and authority over them
  • Chairing and participating in meetings which produce results
  • Finding common ground and reaching agreement

Influencing and Negotiating 

  • Assessing personal strengths in influencing and negotiation skills 
  • The four styles of effective communication 
  • Developing style flexibility 
  • The core skills of questioning and listening 
  • Exploring the use of different styles in different situations

Negotiating in Difficult Situations 

  • International and cross cultural negotiations 
  • Negotiating by telephone 
  • Working in negotiation teams 
  • Building resistance and dealing with tactics and ¡¥tricks¡¦ 
  • Applying learning to a range of organisation situations


  • Characteristics and skills of assertiveness
  • Handling difficult people with confidence
  • Giving feedback and receiving criticism constructively
  • Responding appropriately to aggressive, assertive and passive people

What is Neuro-Linguistic Programming™ (NLP™)?

  • How does NLP™ work?
  • NLP™ for self-management and self-development
  • Application of NLP™ to enhance performance of organisation, teams and individuals
  • Emotional Intelligence and Body Language

Key principles, qualities and skills of Emotional Intelligence (EI)

  • Application of EI to develop self, teams, individuals and respond to situations
  • Sending the right messages through your non-verbal communication
  • Interpreting the signals and gestures of body


Course Textbooks

The Leader’s Guide to Negotiation: How to Use Soft Skills to Get Hard Results

Author: Simon Horton, FT


Feedback Given to Participants in Response to Assessed Work 

  • Individual written feedback on coursework
  • Feedback discussed as part of a tutorial
  • Individual feedback on request
  • Model answers 

Developmental Feedback Generated Through Teaching Activities

  • Feedback is given at presentations and during tutorial sessions
  • Dialogue between participants and staff in tutorials and lectures



The course grade will be based on a final project presented by the participant and graded by the instructor. Participants much achieve a passing grade of 70% or more to be awarded a certificate of completion of the course.