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Influencing and Negotiating (ODIN) 
Course Description:

This experiential one-day course will introduce you to theories of influencing and negotiating, and will enable you to explore these through group work exercises and case studies. It combines the intellectual rigour of introducing and discussing relevant academic research, with the practical implementation and development of the associated skills.

We will begin by exploring the characteristics of emotional intelligence and then discuss how to build trust, apply a variety of influencing techniques that will assist with increasing rapport with colleagues and collaborators. We will learn how to recognise and apply transactional analysis theory and then consider the theory underpinning successful negotiations.

There will be an opportunity to practise some of the techniques introduced via exercises throughout the course, as well as consideration given to how these can be applied in your University setting.

This session will cover:

  • Influencing techniques
  • Emotional intelligence
  • Transactional analysis
  • Rapport
  • Negotiation theory
  • Toolbox of negotiation techniques (Emotional intelligence, trust, transactional analysis, rapport)
  • Relevant case studies
  • By the end of this course you will be able to:

  • Better influence your supervisor, research group and key stakeholders
  • Conduct effective negotiations with colleagues and collaborators
  • Discuss and apply leading theories underpinning influencing and negotiation
  • Reflect on how the material applies to your situation and plan what changes to make
  • This course is led by external consultant, Dr Adair Richards.

    Intended Audience:
    UCL Research Staff and PG Research Students only
    Target Audience: UCL Research Staff and PG Research students only
    27/10/2021 - 27/10/2021  (Enrol between 25/08/2021 and 26/10/2021) Enrol

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