Skip to main content Skip to navigation

Influencing and Negotiating


The one-day Workshop will take place on 30th October 2019, from 10am until 5pm, in the MOAC Seminar Room, Top Floor, Senate House, turn left at the top of the stairs.

This experiential one-day course will introduce you to theories of influencing and negotiating, and will enable you to explore these through group work exercises and case studies. It combines the intellectual rigour of introducing and discussing relevant academic research, with the practical implementation and development of the associated skills.

We will begin by exploring the characteristics of emotional intelligence and then discuss how to build trust, apply a variety of influencing techniques that will assist with increasing rapport with colleagues and collaborators. We will learn how to recognise and apply transactional analysis theory and then consider the theory underpinning successful negotiations.

There will be an opportunity to practise some of the techniques introduced via exercises throughout the course, as well as consideration given to how these can be applied in your University setting.

Course Content

This session will cover:

Influencing techniquesEmotional intelligenceTransactional analysisRapportNegotiation theoryToolbox of negotiation techniques (Emotional intelligence, trust, transactional analysis, rapport)Relevant case studies

Learning Outcomes

By the end of this course you will be able to:

Better influence your supervisor, research group and key stakeholdersConduct effective negotiations with colleagues and collaboratorsDiscuss and apply leading theories underpinning influencing and negotiationReflect on how the material applies to your situation and plan what changes to make


Assoc. Prof. Adair Richards is a world leader in researcher development as well as being an academic, consultant, judge and broadcaster. He has worked for many of the world’s leading Universities and last year his training courses were delivered across 5 continents. He attained 5 of his University qualifications at Warwick where he has trained researchers for over a decade.

He has an award-winning PhD and has completed postdoctoral research positions in both the sciences and the humanities. Recent feedback from University participants on his courses comment particularly on his ability to empower lasting change and on his combination of being both intellectually rigorous and very personable.

You can watch him deliver his TEDx talk ‘Designing Universities that Work’ at

Find out more at