Developing effective influencing skills can be challenging, with subtle issues of hierarchy and professional respect in play. With so much at stake in revenue terms and tough negotiation between internal and external stakeholders, influence is an essential skill. Having a clear sense of how to present a convincing offer, pitch or case often makes a big difference.

This masterclass explains the core theory and practical techniques for influencing in all contexts, with added focus on how this plays out within organisational hierarchy.

Join world-renowned behavioural specialist, Simon Horton, and be guided through tried and tested success stories of negotiations, learn how to be more influential and achieve your specific business goals.

About the Trainer: Simon Horton
Simon Horton is a Negotiation Skills expert, having taught hostage negotiators, global manufacturing companies and solicitors at the most prestigious law firms in the world. He is a Visiting Lecturer at Imperial College, University of London, and has worked with many tier one banks, pharmaceutical and oil companies.

Simon understands IT as he has spent 12 years working in technology, primarily in the Financial Services sector. In his IT career, one major achievement, amongst many others, was designing the derivatives trading system used by the majority of the asset management companies in the City.

In 2012 Simon authored and published a new book: Negotiation Mastery, Tools for the 21st Century Negotiator.

Learning Outcomes

  • Understand the core theory behind influencing people
  • Discover new techniques for being heard and understood
  • Practise taking the lead and steering meetings towards your interests
  • Review which techniques work best for you when exerting your influence
09:15 - 09:30


  • Framing influencing as a skill that can be learnt and continuously improved
  • Introducing a 3×3 model of influence which will provide the framework for the day
09:30 - 10:45

Building Rapport

  • Rapport is essential for influencing and can be easily built in many ways
  • Exercise to practice the skill of getting anybody on-side
10:45 - 11:00

Morning Break

11:00 - 11:45

X-ray Listening

  • Being able to listen ‘behind’ the words is key to successful influence
  • Delegates practice several variations of active listening exercises
11:45 - 12:15

Stepping Into The Other Person’s Shoes

  • If we want to influence, we need to understand the other person’s perspective and frame our message in terms of this
  • Delegates do an activity where they step into the shoes of someone they want to influence and build an effective argument to persuade them
12:15 - 13:15

Lunch Break

13:15 - 14:15

Thinking Styles

  • Thinking Styles are a way of profiling individuals conversationally so we can identify which language would work best for any given person
  • Delegates practice identifying someone’s Thinking Style how to use them to influence
14:15 - 14:30

Afternoon Break

14:30 - 15:15

Building Your Case to Persuade

  • Delegates learn a four-step method of how to structure their message most persuasively
  • They practice using this on someone they would like to persuade
15:15 - 16:00

Positive Reinforcement

  • Positive reinforcement is a very powerful method for changing behavior
  • Delegates learn and practice a 5-step method for using this approach.
16:00 - 16:15

Action Plan

Delegates identify key takeaways and specific action they are going to put into place

16:15 - 16:30

Feedback and Course Close

Central London