Negotiating Skills Workshop on Influence and Decision-making
Negotiation today goes far beyond reaching an agreement. Leaders must navigate competing interests, influence stakeholders, understand power dynamics, and make sound decisions when the stakes are high.
This negotiation training workshop with Prof. Niro Sivanathan explores the psychology behind negotiation, influence, status, and power. Through research-backed insights and practical frameworks, participants will understand what shapes behaviour at the negotiating table and how these dynamics can influence business outcomes.
Niro Sivanathan
London Business School*
*Institution names indicate the faculty member's affiliation only. This event is independently organized and is not affiliated with, endorsed by, or sponsored by the named institutions.
Unlike conventional negotiation workshops that focus primarily on tactics and techniques, this program delves deeper into the human dynamics of negotiation. It examines how people gain influence, how power and status affect behaviour, and why certain approaches to persuasion work better than others.
For professionals seeking a practical negotiation skills workshop, the program offers insights applicable to stakeholder conversations, business negotiations, internal discussions, partnerships, and other high-stakes situations.
What You’ll Learn in This Negotiation Training Workshop
Through this workshop, participants will learn how to:
Negotiate more effectively by understanding the interests, motivations, and priorities of different parties.
Build and exercise influence with colleagues, clients, partners, and key stakeholders.
Understand power dynamics and recognise how status can shape behaviour and outcomes.
Navigate difficult conversations when interests, expectations, or priorities conflict.
Strengthen persuasion without relying solely on authority or position.
Make better decisions during complex and high-pressure negotiations.
Protect influence by recognising behaviours that can unintentionally weaken credibility or impact.
These capabilities make the program particularly relevant for leaders who regularly need to bring people with different priorities towards a shared outcome.
Why This Negotiating Skills Workshop Matters for Leaders
Senior leaders negotiate every day, even when the conversation is not formally called a negotiation. Budgets, partnerships, hiring, resources, priorities, timelines, and strategic decisions often involve different interests and expectations.
A practical negotiating skills workshop helps leaders approach these situations with a stronger understanding of both the business challenge and the human behaviour influencing it.
Participants learn to recognise when to push, when to listen, how to frame an argument, and how their own behaviour, position, and perceived status can affect the other side.
Rather than focusing only on securing favourable terms, this negotiation training workshop develops the judgment leaders need to negotiate, persuade, and influence more effectively across different business situations.
Who Should Attend This Negotiation Training Workshop?
This program is designed for CEOs, CXOs, founders, entrepreneurs, business leaders, functional heads, and senior decision-makers who regularly negotiate with stakeholders or make decisions involving competing interests.
It is particularly relevant for professionals exploring negotiating workshops to strengthen their ability to influence decisions, navigate difficult conversations, manage stakeholder expectations, and negotiate effectively at a senior level.
Prof. Niro Sivanathan
London Business School*
Prof. Niro Sivanathan's work examines negotiation, influence, power, status, and decision-making. His research offers insights into how people behave in high-stakes situations and how psychological and social dynamics can shape decisions and negotiation outcomes.
“Better negotiation isn't only about making a stronger argument. It's about understanding people, power, influence, and the decisions that shape the outcome.
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