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Falconbury

Influencing, Persuading and Negotiating Skills for International Lawyers Training Course

A two-day workshop for those who want to achieve results through personal influence. *BOOK EARLY – limited places available!*

★★★★★ "I extremely enjoyed the 2 days training. [Speaker] was very polite, professional and at the same tim... more (60)"

3-4 February 2025
+ 2-3 June 2025, 20-21 October 2025 »
from £1199

Need help? Enrol/reserve

Format: Live online, Classroom
CPD: 12 hours for your records
Certificate of completion

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Course overview

Being able to positively impact negotiations both with clients and colleagues will decide your level of success. In today’s commercial climate, having a wide range of techniques at your fingertips is essential to guarantee your continued high performance.

This two-day personal development workshop has been specifically designed for international lawyers. It offers a unique opportunity to focus on developing advanced influencing, persuading and negotiation skills to enhance your ability to make an impact, improve visibility and influence both clients and colleagues to manage legal risk and achieve business goals.

This course will help you to understand that this is not just a matter of reasons and arguments, but of making sure you are fully aware of your behaviour, your communication style and the impact they have on your colleagues and other interlocutors.

By role modelling such behaviour in the safe environment of the training room, you will become aware of your personal behaviour patterns and what changes you can make to have a more positive influence and reinforce the strong messages you wish to embed.

This practical workshop, run by a highly experienced professional trainer, will give you the skills and knowledge you need to succeed in your role.

This training course is part of our collection of Strategy & Negotiation Training Courses which teach negotiation, communication, leadership, financial and management knowledge and skills.

Benefits of attending

By attending this intensive workshop-style programme, tailored specifically to address situations faced by international lawyers, you will:

Use experiential learning to enhance and build your skills to effectively influence a situation to deliver your desired outcome
Enhance your competency and confidence in negotiation with clients and colleagues
Improve your ability to manage conflict and disputes to a successful outcome
Provide a toolkit of leading and influencing strategies and techniques that you can use to overcome day-to-day challenges
Identify and recognise different influencing and negotiation styles in yourself and others
Deliver one-to-one coaching to identify your strengths and weaknesses
Show you what it means to be an effective international negotiator and how this can benefit your organisation
Help you master the skills necessary for managing negotiation impasses successfully

Who should attend?

This programme has been specifically designed for all international in-house and private practice lawyers who would like to improve their performance through enhanced influencing, persuading and negotiation skills. Delegates will identify a particular challenge they have encountered to apply the new skills learned during this course.

The key skills include:

Leadership
Negotiation
Influencing and impact
Persuasion

Enrol/reserve

This course will cover:

Day 1
Day 2

Definitions and styles of influencing and persuasion with colleagues and clients

Introduction to a model for influencing, personal effectiveness and persuasion.
Basic strategies
What do effective influencers do?
Personal impact and effectiveness when influencing
Looking at what we currently do
Identifying your own preferred influencing style
Recognising how others with a different preferred influencing style are effectively influenced

Positive and impactful tools for effective influencers and negotiators

Behaviours that help to reach agreement
Behaviours that lead to breakdown
Asking
Telling
Probing
Listening
Use of silence
The role of non-verbal communication
Simulation and feedback

Engagement and determining and building trust for results

Different types of trust
Creating and sustaining trust
Identifying your criteria for trust and other people’s
Testing your criteria and others for trust

Influence and persuade to lead, manage and negotiate across cultures and organisations

How different cultures like to be influenced and make decisions
Hierarchy
‘I’ vs ‘we’
Perception of status
Dealing with certainty
Attitudes to time
Relationship vs task
Intercultural communication styles

Influencing, creating and managing teams that deliver

Teams vs groups
Team dynamics
Team building
Coaching teams
Evaluating teams
Remote and virtual teams

Time management and meeting strategies for fast-track lawyers

Extinguishing time bandits
Strategies to maximise influence in meetings
Seating for persuasion and influence
Handling difficult conversations

Successful advanced negotiations – objectives and strategy negotiations – internal and external

Proven tools and techniques
Objectives – slicing the pie or expanding the pie
The myth of ‘win/win’
Creating value – long and short term
Identifying your objectives and strategy
Strategy variables – BATNA and ZOPA

Identifying your natural negotiating style and widening your range of styles for success

Practical exercise
Recognising your preference and others
Impact of different styles
When to apply different styles

Pre-negotiation tools for effective time-saving preparation

Frames for a gain
The Issue Map – managing complex negotiations
Offers

Finding and using negotiating power when you have no authority

Definition of power
Sources of power
Interests
Positions

Immediate action

Key learnings
Defining personal objectives
Enhancing strengths and meeting challenges
Where you are going to be – short, medium and long term
Action plan

Enrol/reserve

Arun Singh OBE
IBMDS

Arun Singh (Prof) OBE, FRSA is an international lawyer and consultant to an international law firm. He was formerly a partner and head of commercial law at KPMG Legal and partner at Masons (now Pinsent Masons).

Arun has advised on disputes and collaborations in a wide range of jurisdictions including Europe, countries in West and East Africa, India, Bangladesh, China, Hong Kong, Saudi Arabia, UAE, Qatar, Pakistan, Libya, Jordan, Syria, the US, Caribbean, Russia, Israel, Lebanon, Egypt, Thailand and Singapore. Arun is cited and ranked in the Chambers Guide to the world’s leading lawyers. He concentrates on international investment, joint ventures, licensing of technology, research and development, M&A, energy, outsourcing and corporate governance in developed and emerging markets; he also handles international legal risk management matters. Arun advises a range of international organisations and is a visiting professor in International Business, Leadership and Negotiations at Salford University Business School, senior associate at Oxford University’s Institute of Legal Practice and teaches international leadership and negotiations at the University of Cambridge. He has facilitated programmes in Europe, Asia, the Middle East and the US.

He is a recognised corporate educator and a non-executive director of two international investment companies – one of which is listed on the London Stock Exchange, chairing the Audit Committee and Investment Committee.

He was appointed an OBE by HM the Queen in January 1999 for services to international trade, investment and intercultural management. Arun is an editor and contributor to a number of publications including Business and Contract Law (a Thorogood Special Report) and How to Lead Smart People – Leadership for Professionals (Profile Books), a facilitator for company programmes and an experienced speaker at international corporate conferences.

More details

NEW higher discounts for multiple bookings - bring your colleagues to make your training budget go further:

30% off the 2nd delegate*
40% off the 3rd delegate*
50% off the 4th delegate*

Please contact us for pricing if you are interested in booking 5 or more delegates

3-4 February 2025

Live online

09:30-17:00 UK (London) (UTC+00)
10:30-18:00 Paris (UTC+01)
04:30-12:00 New York (UTC-05)
Course code 14558

GBP 1,199 1,399
EUR 1,679 1,959
USD 1,927 2,239

Until 30 Dec

2 days live online training
Browser-based, no download usually required
See presenters and interact with fellow attendees
Download documentation and certification of completion
Fair transfer and cancellation policy

View basket

Not ready to book yet?

for 7 days, no obligation

2-3 June 2025

Classroom
Rembrandt Hotel
London

09:00-17:00 UK (London)
Course code 14800
Optional £290/€404/$462 per night

GBP 1,399 1,599
EUR 1,959 2,239
USD 2,247 2,559

Until 28 Apr

2 days classroom-based training
Optional accommodation - 2 nights including breakfast, checking in the day before the course
Meet presenters and fellow attendees in person
Lunch and refreshments provided
Download documentation and certification of completion
Fair transfer and cancellation policy

View basket

Not ready to book yet?

for 7 days, no obligation

20-21 October 2025

Live online

09:30-17:00 UK (London) (UTC+01)
10:30-18:00 Paris (UTC+02)
04:30-12:00 New York (UTC-04)
Course code 15055

GBP 1,199 1,399
EUR 1,679 1,959
USD 1,927 2,239

Until 15 Sep

2 days live online training
Browser-based, no download usually required
See presenters and interact with fellow attendees
Download documentation and certification of completion
Fair transfer and cancellation policy

View basket

Not ready to book yet?

for 7 days, no obligation

* Early booking discounts may not be combined with other discounts or offers. As such, the discounts for 2nd/3rd/4th delegates are based on the full price; and apply only when booking multiple delegates on the same date.

Reviews of IPI's Influencing, Persuading and Negotiating Skills for International Lawyers training course

I extremely enjoyed the 2 days training. [Speaker] was very polite, professional and at the same time, experienced and knowledge in the subject, so I learned a lot from him and also got very inspired. I've accomplished all I was hoping for, and more. It was very useful, tailored to our needs, and a very good combination of theory and practical exercises. Everything was great.

Nov 11 2024

Ekaterina Cherkasova Netherlands
Legal Counsel IT , TMF Group

Nov 11 2024

Fantastic. The presentation [was] tailored to the needs of the group. Presenter answered questions in a really helpful way - full of knowledge, stories, theories and examples. All very good.

Robyn Sternberg United Kingdom
Legal Director, Dematic Limited

Nov 17 2022

Amazing! Webinar was very well organized and presented! Everything was functioning smoothly and even though it was online, I also felt kind of connection with the speaker and other participants. This was my first webinar at Falconbury and for sure I will look into more of these in the future!

Ana Banicevic United Kingdom
Senior Legal Counsel, TMF Group B.V.

May 12 2022

Arun was excellent, thoroughly enjoyable to listen to him train us and he was incredibly knowledgeable. Really enjoyable and will definitely recommend this to my colleagues / peers and will explore additional Falconbury courses in the future.

Jade Paterson Netherlands
Senior Legal Counsel, Huisman Equipment B.V

May 12 2022

The balance between theory and practical examples from Arun's professional life is perfect. I also appreciated the fact that Arun did not follow the presentation all the time, he was able to adapt to our needs. Being a small group, I think this helped a lot. Arun is a great speaker, with great enthusiasm for teaching.

Ainhoa Garcia Naya Spain
Legal Counsel, Medichem S.A.

Nov 4 2019

This course is excellent, it really helped me and I am a better influencer already.

Agnès Audoin France
Legal Affairs Tech Ops & IT, IPSEN Pharma

Nov 4 2019

This course is excellent. It really helped me and I am a better influencer already.

Agnès Audoin France
Legal Affairs Tech Ops & IT, IPSEN Pharma

Nov 4 2019

Arun is highly professional and knowledgeable. He is entertaining and a great speaker and I appreciated that he was able to adjust the course to the participants. Great and well-structured content.

Anne Sofie Kaern Poulsen Denmark
Corporate Counsel, Leo Pharma A/S

May 13 2019

Content was appropriate for a two-day course. Very interactive with an energetic speaker.

Nikola Radovanovic Serbia
Head of EU Affairs, NIS jsc

May 13 2019

Excellent speaker with great knowledge, passion and ability to connect with people.

Max Enrique Röd Codeco Belgium
Legal Administrator , European Parliament

Nov 4 2019

As an attorney with 17 years' experience in the UN system I approach these courses with great skepticism – in this case my skepticism was misplaced. Mr Singh is very well prepared and experienced. As a practicing attorney he did not lapse into social science but kept our group focused on practical complexities. By the end of the course I felt I had learned useful and practical techniques to improve my internal colleague bargaining skills.

Christopher Ruggerio Switzerland
Legal Counsel, World Intellectual Property Organization

Nov 4 2019

The training was inspiring, a good mixture of theoretical input and practical exercises. I appreciated the presentation style of the facilitator – Arun is an energizing speaker and he is always open to questions.

Alexandra Steindl Austria
Legal Human Pharma, Boehringer Ingelheim RCV GmbH & Co KG

May 13 2019

Mr Singh was very clear in the message he wanted to pass on to us and the method used of mixing some practical examples and videos was very effective.

Svein Erik Pettersen Denmark
Senior Contract Manager, Anritsu A/S

May 14 2018

Very useful

Maren Müller Germany
Legal Counsel Licensing, Grünenthal Pharma GmbH & Co.KG

Nov 5 2018

The speaker was credible and the method of conducting the talk was great.

Siti Aisyah Zainal Abidin Malaysia
Legal Officer, Kuala Lumpur City Hall

Nov 5 2018

The speaker is commendable.

Nanle Dashibil Samuel Nigeria
Legal Officer, Stanbic IBTC Holdings PLC

Nov 5 2018

Arun demonstrated a good knowledge of the topic and was accommodating of all shades of views expressed by the participants. The presentations were well spiced with role plays and interactive discussions which helped to drive home the points to participants. I will continue to apply the gains derived from the training in my day-to-day activities.

Ezekiel Adewole Nigeria
Litigation Manager, Stanbic IBTC Holdings PLC

May 14 2018

Content was very good and I particularly liked the role playing and real-life examples. Presentation was very good, clear and not overloaded with technical jargon.

Samantha Oxford United Kingdom
Senior Contracts Associate - Consultancy Lead, King's College London

Nov 9 2017

An excellent communicator with vast experience, knowledge and a great personality. The content and presentations were very practical and Arun did an excellent job.

Osamwonyi Uhunmwangho Nigeria
Legal Manager, Stanbic IBTC Holdings PLC

Nov 9 2017

Inspiring – food for thought.

Kristian Ostby-Deglum Norway
Attorney-at-law/Legal Councel, Kongsberg Gruppen ASA

Nov 9 2017

Excellent in terms of content and on how the content is delivered to the audience.

Anne Tailleur Switzerland
Legal Counsel, Novartis Consumer Health SA

Nov 9 2017

Everything was very well explained and the content fits very well in two days of training.

Camille Geeraert France
Business Development Manager, Valneva

Nov 9 2017

Great presenter. Very energetic, engaging, knowledgable and a bit of a showman which added to the fun.

Karen Crosby-Hutchinson Netherlands
Senior Legal Counsel, Philips International B.V.

Nov 9 2017

It was satisfying and good

Willem de Bouter Netherlands
Legal counsel, Marlink

May 8 2017

Arun is very nice and well suited for this programme

Nina Kiviranta Finland
General Counsel, Outotec Oyj

May 8 2017

The content was great but the most beneficial part was the application and the speaker was amazing

Amna Alabdi Qatar
Legal Counsel, Qatar Foundation

May 8 2017

Really good

Fadi ElJurdi United Arab Emirates
Managing Counsel, MBC Group

Nov 10 2016

I found the course excellent and really informative

Emma Keavney Ireland
Regulatory Legal Manager, ESB

Nov 10 2016

Very good and inspiring

Natalya Shelkoplyas Netherlands
Head of l\Legal&Compliance, NN Re (Netherlands) NV

May 9 2016

Good basis for further thinking and work

Ivana Karanovic Serbia
Head of Learning & Development, Karanovic & Nikolic

Nov 9 2015

It was great

José Rufino Torija Martí Spain
Legal Counsel, Corporación Medichem, S.L.

Nov 9 2015

Arun's performance was both powerful and wonderful

Victor Khvesenya Russia
Chief Legal Officer, Sollers PJSC

May 11 2015

Highly polished and accomplished

Alison Ford United Kingdom
Barrister, Ignis Asset Management Ltd

May 11 2015

Very helpful course, tailored on the spot to meet your specific needs without changing the structure of the course

Bram Vermeulen Netherlands
Legal Counsel, HaskoningDHV Nederland B.V.

May 11 2015

The context is good and will be very useful, Arun's style is both engaging and fun, with a lasting impact.

Robert Foote United Kingdom
Legal Advisor, Johnson Matthey Plc

Nov 10 2014

Speaker was extremely motivated and knew his topics well

Barbara Leuschner Austria
Boehringer Ingelheim RCV GmbH&Co KG

Nov 10 2014

Presented ideas clearly

Aisha Abdulla H. R. Al-Thawadi Qatar
Legal Assistant, Ooredoo

May 12 2014

Good quality, useful information shared in nice atmosphere.

Joris Bod Netherlands
Legal Counsel, Crucell Holland B.V.

May 12 2014

All aspects of the course are excellent and recommended for negotiators.

CHURCHILL AGBAZA Nigeria
Base Operations Legal Officer, Seplat Petroleum Development Company Limited

Nov 10 2014

Positive

Elena Grashchenkova Netherlands
Assistant Contract Officer, Ajilon Technology Aerospace BV

May 12 2014

Nice and friendly atmosphere dynamical and humorous speaker

CAROLINE VANSTRAELEN Belgium
Corporate Legal Officer, COFINIMMO S.A

May 12 2014

The course is well organised and the speaker is very able to engage the participants

Carla De Carolis Italy
Legal Specialist, RAI Cinema SpA

May 12 2014

I thought the course was presented very well and the speaker was excellent

Tolu Olubajo United Kingdom
Legal Director, Bristow Helicopters Ltd

May 12 2014

Great inspiring course led by a visionary

Debbie Brouwer Netherlands
Legal Counsel, Crucell Holland BV

Nov 10 2014

Everything was clear and understandable

Abeer Abdulla Al Mesalam Qatar
Legal Assistant, Ooredoo

Nov 11 2013

Great, great, great.

Christopher Gibbs United Kingdom
Open Innovation, Unilever R&d Port Sunlight

Nov 11 2013

Very positive, friendly atmosphere, considered cultural differences of the participants which made it even more effective.

Oleksandra Ievstafieva Ukraine
Senior Associate, Egorov Puginsky Afanasiev & Partners LLC

May 13 2013

I think it is a wonderful idea to use the fragments of films. I think all was really good.

Olga Kozlova Russia
Senior Attorney, Deloitte and Touche CIS ZAO

May 13 2013

Very enjoyable Arun was an excellent presenter the content was relevant and valuable to scenarios lawyers encounter daily at work

Stephen Elam United Kingdom
Senior Legal Counsel , MF Global UK Ltd

May 13 2013

Funny and constructive experience

Andree Doucet Belgium
Corporate Legal Officer, COFINIMMO SA-NV

Nov 11 2013

Enjoyable course with interesting content. Engaged presenter.

Judy Bjelic United Kingdom
Legal Counsel, PayPoint Network Ltd

Nov 11 2013

Speaker was excellent and presented well and kept audience engaged. Im my opinion, you can only improve negotiation skills by doing and I would have wanted more doing.

Gabrielle Braham United Kingdom
Assistant Legal Counsel, PayPoint Network Ltd

Nov 11 2013

Very good, but people's opinion on the weight of topics should be considered more; more weight on negotiation, Arun is an enthusiastic presenter.

Marc Heller Switzerland
Legal Counsel, Sunrise Communications AG

Nov 11 2013

Reasonable course but unfortunately not as legal orientated as expected

Sander Egges Netherlands
Contract Manager, FMC Separation Systems BV

Nov 11 2013

Excellent facilitator and he managed to get all participants to actively participate, that was really great.

Pia Nyholm Finland
Senior Legal Counsel, Neste Oil Corporation

Nov 11 2013

The written documentation was too long and many chapters were not discussed during the course (perhaps due to lack of time)

Nuria Herrero Lopez United Kingdom
Contracts Officer, Inmarsat Global Ltd

May 13 2013

The content of the course was useful and pitched at the right level. Active involvement and contribution made for a more interactive learning experience. Arun's facilitation was excellent. I enjoyed the course and found it very helpful.

James Outram Ireland
Legal Counsel, Avolon

May 13 2013

The seminar was tailored to international lawyers but provided a vision that was for broader which will help international lawyers to see things from a broader perspective as well

Tom Gevers Switzerland
Senior EHS Attorney EMEA, Eaton Industries Manufacturing GmbH

May 13 2013

Speaker very charismatic and knowledgable

Alastair Gammell United Kingdom
Senior Corporate Counsel, Weight Watchers International, Inc.

May 13 2013

Interactive, energised and unconventional

RAQUEL ROCHA Portugal
JURISTA, SONAE CENTER SERVIÇOS II,