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Influence and Impact

At a glance

  • Understand how to influence people at all levels
  • Gain the ability to master negotiations
  • Strengthen your presentation skills so you can make more successful bids and pitches
  • Understand how to have difficult conversations, give feedback and deal with strong personalities as part of your role
Subject area(s)
Short course
£4,675 + VAT (including residential costs)
Course length
3 days
Suitable for
Directors and middle to senior managers

Start dates

2 Dec 2024

Delivery: In-person
Location: Greenlands campus,

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All programmes are subject to limited availability. We recommend booking a minimum of 6 weeks before the programme start date, to guarantee sufficient time for your enrolment and on-boarding.


The Influence and Impact programme is designed to improve your skills and build your confidence as a communicator. It is ideal if your role involves influencing others - both inside and outside of your organisation - or if you lead teams or change projects.

Over three days, you will develop your own communication style that you can use in both your professional and personal life. You will sharpen the skills required for successful pitches and negotiations, including how to handle high-pressure situations and strong personalities. You will then return to work with detailed preparation for an upcoming scenario such as a presentation or difficult conversation.

The course is highly practical and offers the chance to learn and network with a supportive cohort of peers

Key benefits

  • Adapt your communication style to suit any business situation

  • Gain the skills and self-confidence to influence others effectively

  • Present and negotiate in a persuasive, credible way in order to get the best results

  • Gain practical takeaways for use in your current role

£4,675 + VAT (including residential costs).


Standard rate VAT is applicable for UK businesses; overseas businesses based in the EU without a VAT number; and individuals based in the UK, EU, or rest of the world.

The programme is taught in an interactive workshop style and covers multiple scenarios that require you to communicate effectively and with impact. Focusing on your own examples, you will have the chance to practice new tools and techniques in a confidential environment. Teaching methods include role-play and video assessment.

Influence and Impact runs for a total of three days:

Three to four weeks before your course starts, you will:

  • Receive your joining instructions
  • Access resources from the virtual learning portal

In this module you will work on key communication tools, including presentation structure and body language.

You will study:

  • The impact of body language and tone of voice
  • Natural gravitas and how to be relaxed and confident in front of large audiences
  • Useful tools for starting, structuring and ending a presentation, bid or pitch
  • The differences between telling and selling
  • The importance of compelling language, figures of speech and visual aids
  • Responding to difficult questions and questioners
  • Shortcuts for preparation
Academic authors
Peter Nelson Photo
Peter Nelson

Deepen your understanding of soft skills, emotional intelligence, communication styles and strategy.

You will study:

  • Listening, empathy and how to solve personal dilemmas
  • Emotional intelligence and building rapport
  • How to adapt your behaviour and leadership style to influence decisions
  • The role of the leader in negotiating (and other business fundamentals)
  • How to develop the strategy – predicting and planning your negotiating steps
  • Difficult communication situations and dealing with potential conflict
Academic authors
Peter Nelson Photo
Peter Nelson

Learn to understand emotional states, predict reactions, give feedback and address poor performance.

You will study:

  • Different emotional states and how to handle them
  • How to predict reactions and develop different styles for handling individuals
  • Tactics and closing techniques for conversations and negotiations
  • How to give feedback effectively
  • How to deal with poor performance before it escalates
Academic authors
Peter Nelson Photo
Peter Nelson

At the end of the course, you will return to work with detailed preparation for an upcoming pitch, presentation, difficult conversation or negotiation.

We encourage you to remain a part of the Henley Business School community post-programme by:

  • Accessing resources from the virtual learning portal for up to 12 months
  • Joining our alumni network

*The module or course content descriptions set out on this page are correct for those being taught in the current academic year. Modules or course content marked as optional are indicative and may be subject to change. Please note, constraints in timetable scheduling may mean you are unable to take some optional modules at the same time as others.

Programme Director Peter Nelson has extensive experience developing individuals and speaking at conferences around the world, on topics including influence, negotiation and personal impact. He was an early adopter of business theatre, which uses actors within a business training environment.

Peter Nelson

Programme Director, Influence and Impact

"Peter provides invaluable intel and guidance around key areas in the business world. I found it very enjoyable and look forward to putting it into practice."

Ahmed Kotb, IT & Comms Lead, the IET

"The theory was really useful, but the programme was packed with practical advice, and it moved at a tremendous pace, which maintained our interest and interaction."

Read full case study - Fergus Keoghl, ICT Sales Specialist, Telefonica UK

"The fact that I was able to use the practical course content immediately on going back to my office made it incredibly powerful and set it apart from other courses."

Read full case study - Paul Kingswell, Operations Manager, JP Morgan

Individual bookings
The following reductions are available on programmes fees

Multiple bookings
The following discount is available on programme fees when multiple open programmes are booked. Payment is required in advance and this offer is subject to eligibility**.

  • 10% 2-4 people
  • 15% 5-9 people
  • 20% 10+ people

A 50% discount is available to registered charities.

It is subject to eligibility and available at Henley Business School's discretion**

Please note:
* Alumni discount is available to Henley Business School alumni (as part of University of Reading) not to graduates of Henley Management College.

** Please contact us for eligibility criteria, availability and terms.

For more information
Please contact

Set in sweeping parkland on the banks of the River Thames, Henley Business School's Greenlands campus provides an inspiring and reflective environment for focused work and study.

Find out more about our facilities and how to find us

Why choose Henley?

No.3 in the UK
of Executive Education providers for open programmes - Financial Times 2024
(Financial Times Executive Education open enrolment programmes rankings 2024)
No. 20 in the world
for Executive Education (combined open and custom programmes) - Financial Times 2023
(Executive Education 2023: Top 50 combined ranking and school profiles)

For 75 years, Henley Business School has developed confident and resilient business leaders. Executive Education at Henley is:

  • Practical: we combine academic rigour with a strong practical focus, so you can immediately apply what you have learned back in your organisation.
  • Relevant: Henley faculty are experienced practitioners who can support you in exploring solutions to your organisation’s challenges.
  • Collaborative: Open programmes enable you to expand your network, gain new perspectives and share ideas with peers from a range of backgrounds and sectors.
  • Personal: deliberately small learning groups allow you to benefit from individual attention and a confidential environment. We encourage you to understand your unique strengths, leadership style, and areas for development.

Contact us

Open Programmes

If you have any questions or would like to learn more about the programme, please contact our programme advisors.

Telephone: 01491 418767
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