The Influencing Skills Workshop gives participants the interpersonal skills and communication techniques to effectively influence other people in the workplace.

Whether colleagues, employees, managers, clients or suppliers, the participants learn how to influence others to accept their requests, support their projects and adopt their recommendations.

The Influencing and Negotiation Skills Workshop addresses the following challenges: gaining internal buy-in for projects and ideas, obtaining external support for business initiatives, and convincing management to take action.

Session Outline

By completing this workshop, participants will:

  • Communicate more effectively
  • Use new strategies to build successful business relationships
  • Plan for influencing and negotiations, increasing their chances of achieving a favourable outcome


8:45 AM

15 mins


9 AM

30 mins

• Welcome
• Workshop Objectives
• Today’s Agenda
• Housekeeping
• Introductions / Icebreaker

9:30 AM

20 mins

Understanding Influencing and Negotiating
• How do you define influencing and negotiating? What are the similarities and differences?
• Defining Success and Pre-Conditions for Success
• Qualities to Succeed: Awareness, Articulation, Action
• Building Your Case Study: Who do you need to negotiate with, what are your objectives, what are your challenges?

9:50 AM

40 mins

Role-Play (table)
• 10 min to prepare
• 5 - 8 min role-play
• Review and feedback

Note: It is recommended that the participants are divided into 4 groups. For this role-play, Group A & B will conduct their role-plays simultaneously. Group C & D will observe. After a review and debrief the groups will switch roles, so Group C & D are conducting the role-plays, and A & B are observing.

10:30 AM

15 mins

Coffee Break

10:45 AM

30 mins

Understanding the Individual
• The Iceberg Principle
• Rational and Emotional Needs and Drivers
• Case Study Discussion

11:15 AM

45 mins

Presenting Your Message
• Exercise: 3 Rules of Influencing
• Persuasive Message (Statement, Value, Relevance)
• Creating the ‘Real’ value

12 PM

60 mins


1 PM

30 mins

Experiential Learning Activity: Black & White Game
• Set-up
• Activity
• Debrief

1:30 PM

90 mins

Planning for Success
• Step 1: Defining My Objectives
• Step 2: Identifying My BATNA
• Step 3: Understanding My Issues and Positions
• Case Study Discussion
• (HO) Mini Role-Play: The Watch Maker

3 PM

15 mins

Coffee Break

3:15 PM

30 mins

Planning for Success (continued)
• Step 4: Planning My Tactics: Cooperative vs. Competitive
• Small Group Discussion: Responding to Tactics

3:45 PM

90 mins

Role-Play (in front of room)
• 10 minutes partner briefing
• 8 - 10 minutes per role-play
• Review and feedback

5:15 PM

5:30 PM

End of Day Wrap-Up
• End of Day Discussion
• Key Learning

Refreshments will be served during the coffee break for the attendees. Lunch at a nearby restaurant is also included with the ticket price.



A prepayment is required when choosing 'Members only price' or 'Standard Price'.

Member Ticket
Member Price RMB 2,650
Member Company Employee Ticket
RMB 3,650
Non-Member Ticket
RMB 4,650


  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.