IIM Bitesize: Negotiating and Influencing – a sustainable model

If we want to achieve successful and sustainable outcomes, we need to be able to build relationships of mutual influence, to appreciate the viewpoint of all stakeholders. This is particularly important in hard market scenarios where we need to have tough trading conversations and be able to deliver tough messages without compromising wider relationships.

Building rapport and using it for successful negotiations is vital. Join us to learn about ‘outcome thinking’, how to use perceptual positions, accessing resourceful states, framing strategies, non- zero-sum outcomes and other negotiation tips and guidelines.

Learning Objectives

• Understand the importance of non-adversarial trading conversations and negotiations for long-term business outcomes
• Understand key skills for negotiation process
• Bringing these skills together in a framework to achieve non-zero-sum outcomes
• How to embrace successful outcomes with additional best practice strategies

Speaker

Nick Thomas/Experienced Sales Leader and Coach Specialist/Nick Thomas Associates

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a professional coach and trainer. Nick is an Economics graduate with over 25 years corporate insurance broking experience.

He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.

In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.

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