Negotiation and Persuasion: Strategies to Influence and Win with Carlene Szostak

Prework: Yes

What You Will Learn

Upon completion of this training, learners will be able to:

  • Discuss negotiation and persuasion and why it’s important for their success.
  • Display their ability to understand the hidden message and motivate others to change.
  • Develop and practice using their personal negotiation style.


Did you know that sometimes just by simply adding another sentence to your communication can double the chances the other person will see it from your lens? Negotiation and persuasion are learned skills that have historically been developed for C-suite leadership. As the organizational silos are disrupted and change occurs in the business world, the ability to be comfortable with both negotiating and persuading is more important than ever at all levels of an organization.

In this training, attendees will learn how persuasive they are and how to analyze people, problems, and possibilities as they determine the correct tactic to use. Hone your negotiating and persuasion skills and you will maximize your value to both your professional and everyday lives. We will unwrap and dissect where and how these skills will provide you influence and win the day.

Remember, a key part of negotiating successfully is the ability to persuade and influence. Are you ready to persuade and influence in the 21st century?


One week prior to the start of this training session, a short pre-assessment will be sent out for completion by attendees. The purpose of this pre-assessment is to determine, at a high level, each attendee's negotiation style and readiness level to successfully and confidently negotiate. Results of the pre-assessment will be confidential but will be used by the instructor to help identify which breakout group would be the best fit for case study discussion.



    • Welcome and Objectives
    • Introductions
    • Poll
    • Negotiation Skills Assessment Review (Prework)
    • Differences Between Negotiation and Persuasion
    • Logos, Ethos, Pathos in Today’s Business World
    • Faulty Logic
    • Distributive Negotiation
      • Integrative Negotiation
      • The Successful Negotiator
    • Compromise Skills Coping Skills
    • Methods to Guide Ethical Negotiations
    • The Principles of Persuasion
      • The Successful Persuader – Social Proof
      • Authority
      • Reciprocity
      • Liking
      • Scarcity
      • Consistency
    • Ethics of Persuasion
    • Methods to Guide Ethical Persuasion
    • Tips for Successful Persuasion
      • Most Persuasive Words in the English Language
    • Negotiation Strategies
      • Distributive Negotiation
      • Integrative Negotiation
    • Selecting Correctly
      • How to Select When and Where Each Skill Should Be Used
      • Action Plan
      • Why Should We Care?
    • Wrap-Up and Questions

Very interactive and informative. The instructor created a fun environment while creating an engaging course.

PDU Allocation Table

The table below displays the number of professional development units (PDUs) awarded for each PMI® credential, as they align to the PMI Talent Triangle®. Power Skills and Business Acumen PDUs apply evenly across all credentials and Ways of Working PDUs apply only to specific credentials. PDUs will be added in full to all eligible credentials. *Please note that the asterisked row below applies to the PMI® Agile Certification Journey and includes Disciplined Agile® Scrum Master (DASM), Disciplined Agile® Senior Scrum Master (DASSM), Disciplined Agile® Coach (DAC), and Disciplined Agile® Value Stream Consultant (DAVSC) certifications.
Ways of Working Power Skills Business Acumen Total
CAPM® / PMI-CP™ / PMP® / PgMP® 0 7 0 7.00
PMI-ACP® / Agile* 0 7 0 7.00
PMI-SP® 0 7 0 7.00
PMI-RMP® 0 7 0 7.00
PfMP® 0 7 0 7.00
PMI-PBA® 0 7 0 7.00
Ways of Working Power Skills Business Acument Talent Triangle



Carlene Szostak

Carlene Szostak is a noted speaker, educator, author and business leader. No matter which hat she’s wearing, her goal is simple – to empower individuals to differentiate themselves and drive measurable results through game-changing actions. Throughout her career, Carlene has worked with organizations across a wide range of industries, from cyber security and manufacturing, to government and professional sports teams. Currently a principal of Quintina Solutions LLC, a global strategic organization, she helps organizations develop succession plans, manage projects effectively and build strategies for the future. When she isn’t working, you’ll find Carlene researching her next book, walking her dog and hunting down the perfect wave while sipping wine at sunset.


Training Information

26 June 2024
Start Time
8:00 AM
1 Day


Member Price
(US$705.00 before 13 May)
Nonmember Price
(US$910.00 before 13 May)
Government Price
Student Price

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