CHF3,500

Influence and Persuasion Masterclass - Two Day Event

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Starling Hotel Geneva

34 Route François-Peyrot

1218 Le Grand-Saconnex

Switzerland

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Do you have a difficult time influencing and persuading others? Do you find it difficult to convince people into doing what you want or need in a business setting?

We want to provide you with the tools and expertise to influence and persuade those around you to achieve tangible business results. Using the combination of the latest scientific research and real-life business experiences, the Influence and Persuasion Masterclass will give you a structured approach to incorporate and apply those intangibles that are coupled with influence and persuasion.Two experts from the world's best business schools will lead an exciting two-day Masterclass on Influencing and Persuasion skills that are necessary for leadership success.

Prof. Owen Darbishire (Academic Director of the Oxford Programme on Negotiation)

and Giuseppe Conti (IMD, Oxford, HEC Paris, St Gallen + over 20 years of business experience with leading multinationals) will help us understand how top influencers operate while creating value for their companies.

Influence and persuasion are strongly correlated to leadership success. Especially at senior level, where strong skills are common, a small difference in competence makes a huge difference in results and career potential.

Let’s try to understand why this program is so special.

At the end of the Masterclass you will:


  • Implement concrete frameworks to influence others while keeping your social relationship intact and retaining personal values.

  • Improve your understanding and predictions of people’s behaviours (verbal and nonverbal communication).

  • Utilise influencing and persuasion strategies for their application in any interaction, single party to multi parties, as well as in your business or private life.

  • Understand the barriers and limits to influence and persuade others in the ever-changing demands of a global environment.

This Masterclass achieves this by giving you:


  • Personal feedback on the assessment of your current level of persuasion skills and strategies to best develop them.

  • Additional resources participants are invited on a regular basis, free of charge, to attend webinars from the lecturers on advanced negotiation & influence topics to continue the learning journey.

  • Networking opportunities with the leaders of their respective fields.

  • Role plays and Exercises, so you know when you are conveying a message of doubt or uncertainty and can make the right changes to correct yourself.


Day 1 Program (9.00 to 18.00)


Key topics:

  • Course Introduction & Core Concepts.

  • Psychology of Influence: Effectively Persuading Others.

  • Implementation and Barriers to Influencing Others.
    Real-life application into Brexit Negotiations.

  • Exercising Influence and Managing Relationships Across Functions, with Role Play.

  • Video Case Study.

  • Two Powerful Influencing Techniques.


Day 2 Program (08:30 to 17:300)


Key topics:

  • Office Politics and Influence: Getting to the C-Level. Guest Speaker: Alessandro de Luca.

  • Exercise Influence and Managing Up, with Role Play and Video Debrief.

  • Multi-Parties Influence with Role Play.

  • Stories, Identity and Active Listening.

  • Reflection on Masterclass content and focus on action.

*Lunch, coffee breaks and handouts are in included in the fee. Travel and accommodation expenses are not included.

Faculty



Prof. Owen Darbishire is the Academic Director of the Oxford Programme on Negotiation at Saïd Business School, University of Oxford and Fellow of Pembroke College. Owen is an expert on High Performance Leadership, while his most recent research has included the Brexit negotiations.

His expertise is also in decision making and influence, examining these issues at individual, group and organisational levels. Owen is driven in finding new and effective approaches to influence others within the context where decisions are heavily influenced by emotions and motivated reasoning rather than rationality and factual analysis.

Owen leads the most popular and highly rated MBA and EMBA electives in Negotiations at Oxford, while also advising companies at board level in negotiations and decision making. He has received lecturing awards at both Oxford and St Gallen

Giuseppe Conti

Giuseppe Conti, "The Creator of Master Negotiators", is a recognized expert in the field of negotiation.

Since 2006, he is an award-winning lecturer at leading business schools throughout Europe (Cambridge, ESADE, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford, RSM, SDA Bocconi, University of Geneva, and University of St. Gallen), recognized for his lively and interactive training workshops. Managers from over 90 countries have attended his interactive and pragmatic workshops.

Giuseppe is a seasoned negotiator combining academic content with a rich practitioner experience from his senior Procurement and commercial leadership roles within blue chip multinationals (Procter & Gamble, Novartis, Firmenich, and Merck). He runs customized negotiation and influencing workshops for leading corporations in four continents.

He is currently Operations Director at Merck.

Website: http://www.cabl.ch/

Most Recent Publication on Influencing on LinkedIn

Alessandro de Luca

Guest Speaker on ‘Office Politics & Influence: Getting to the C-level’

Chief Information Officer (CIO) Healthcare, Merck

As CIO for Merck Healthcare, he is in charge of the group’s pharmaceutical division that accounts for 45% of the total Merck revenues. Previously, for 5 years he was responsible for the End-to-End Merck Supply Chain operations. Prior to Merck, Alessandro worked with Procter & Gamble for 20 years across a number of roles. In 2016, he was elected “The Inspirational Leader of the Year” within the Merck BioPharma division and in 2015, he was awarded the title of “Most Influential Supply Chain Executive in Europe” within Pharma by the SCM magazine. He will talk specifically about internal persuasion and influence within the corporate body.


Target Participants


Executives interested to improve their influencing skills.

It is specifically designed for:


  • Professionals that have to influence internally: strategic decisions, organisational changes, budgets, project deliverables, etc.
  • Those who negotiate externally as part of their job: Procurement, Sales, M&A, Alliance Management, Legal, Entrepreneurs.
  • Executives and managers who aspire to positions of greater influence and responsibility within their organizations.



Testimonials


“Very effective at revealing our own personal tendencies and what we need to work on.”

“Insightful, engaging; great use of humor.”

“Excellent - great balance of head and heart. Structured and organized presentation.”

“Excellent knowledge of the topic. Projected confidence and trust. Truly worth the time”

“Loved the ability of the instructor to give high-quality feedback after simulations”

FAQs



I consider myself someone having a very high understanding of negotiation and influencing, what will this masterclass add/give me that I don't already have?

The difference between succeeding with influencing or negotiation can be extremely small, but that thin line can be the difference to make or break the deal. This masterclass is catered for professionals with at least 5yrs working experience. The CABL masterclass differs from others in that it brings a mix of current scientific research in negotiation and influencing with the realities of the business landscape.

What happens after the Masterclass? Are there opportunities to continue my learning and how?

Absolutely, as a participant, you will get access to a bank of information and literature on negotiation, influencing and persuasion. However, the learning doesn't stop there, as a participant, you will get free access to all of CABLs webinars for 12 months following the masterclass.

Who are some of CABLs past customers?

For privacy reasons we are not able to disclose that information, however, they include leading multinationals within the pharmaceutical, procurement, and consulting sectors, just to name a few. Within the academic community, CABL has taught at many top business schools internationally, these include Cambridge, ESADE, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford Said Business School, RSM, SDA Bocconi, and the University of Geneva.

How can I contact the organiser with any questions?

If you require any additional information? Do not hesitate to call us on +41-79-3486092 or Skype: cabl01

Via email: contact@cabl.ch

What's the refund policy?

Up to one week before the event, participants may postpone their attendance to a future session or provide a replacement candidate for a course.
100% of the course fee is refundable for a cancellation if CABL is informed no later than 5 weeks before the Masterclass. 50% of the course fee is refundable for a cancellation if CABL is informed no later than 2 weeks before the Masterclass.




  • Giuseppe Conti

    Giuseppe Conti

    Conti Advanced Business Learning

    Founder of Master Negotiators

  • Owen Darbishire

    Owen Darbishire

    Said Business School, Oxford University

    Academic Director on negotiation


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Date and Time

Location

Starling Hotel Geneva

34 Route François-Peyrot

1218 Le Grand-Saconnex

Switzerland

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