The Psychology of Influencing and Negotiation CIPD
Price: QAR 545

Course details



This course will help you gain the skills to create successful outcomes through influence and persuasion by developing a deep understanding of psychological approaches in personality, motivation and intelligence.

Run as it features here, or run in-house where the content can be tailored to suit your organisational needs; cost effective if a number of people require training

Course Tutors

Professor John Potter

John Potter is a trainer, consultant and conference keynote speaker. He started his career as an engineer, specialised in medical electronics and ultimately became a psychologist. For eight years he taught behavioural science and military technology at the Royal Military Academy Sandhurst and started his own management consultancy in 1988. He specialises in leadership, negotiation and influence skills and effective change leadership He is has been associated with a number of business schools including Warwick, and Cranfield and is visiting professor to Plymouth University. He is particularly interested in helping senior managers to develop their business growth skills through Executive Education and coaching. He is on the Advisory Board of the All Party Parliamentary Group on Entrepreneurship in the House of Lords. At the same time he is building a global business in the Middle East.

Mrs Sharon De Mascia

Sharon is the Director of ‘Cognoscenti’ (Chartered Business Psychologists), a business psychology consultancy.. She is a chartered scientist and a HR/HRD professional as well as being a qualified and experienced coach. She has over 25 years experience of delivering change management, well-being and other organisational initiatives across all three sectors. Sharon is a supervisor for the global MBA at Manchester Business School and a guest lecturer at Liverpool John Moores University and the Manchester Metropolitan University. She is an assessor for the British Psychological Society and the Health Professions Council. She is also an examiner for the International Baccalaureate and a published author.

Who is it for

This course is recommended for HR professionals and managers who want to increase their understanding of the psychological aspects of getting the best out of other people within their organisation.


This practical and interactive course will help you develop the skills to adopt a range of approaches to influencing others and negotiating positive outcomes. You’ll learn to apply practical methods for effective win-win outcomes, by understanding how to deal with different personality types. You’ll also evaluate essential psychological aspects of influencing and negotiation, applying the principles of various well-researched models.


  • The nature of influence, the basic mechanisms
  • Understanding the individual

             - identify, beliefs and values

             - working with different personality types

  • Psychological models of individual and group processes
  • Influence and negotiation behaviours
  • Examining power bases, why we conform in certain situations – unconscious mechanisms
  • Managing human states, handling conflict
  • Action planning – developing a strategic approach to influencing and negotiation.

About CIPD

The CIPD — the professional body for HR and people development, is the voice of a worldwide community of 140,000 members committed to championing better work and working lives. We’ve been setting the benchmark for excellence in HR and L&D for more than 100 years and we already have more than 2,000 members operating in the Middle East.

CIPD have designed and delivered training programmes in over 50 countries worldwide and provide development programmes for over 15,000 learners a year. 

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