Award in Negotiation and Influence Skills – Selling to the mind

MQF/EQF Level 5 (1 ECTS Credit) Blended Starting: 25th September 2024, 15:30 - 17:00

This course prepares students to be more confident overall when dealing with people. Whether it relates to negotiating and selling a product or service, or indeed an idea during a team meeting, this course will empower people through the provision of adequate skill sets and practical case studies to succeed.

The overall objective of this training programme is to equip participants with the necessary knowledge, skills and competences to master their negotiation, persuasion and influence skills and utilise such acquired skills throughout one’s life. Whether it relates to handling a difficult colleague or negotiating a deal (be it at work or at the market), the skills developed during this course will give participants a better chance of personal and financial success and have a positive impact on their life.

Learning Outcomes

On completion of the course, participants will have developed a detailed knowledge and understanding of, and acquired the necessary skills to:

  • Identify how a negotiation is built
  • Define the types of negotiators and their negotiation type
  • Recall the 7 principles for effective negotiations
  • Understand the importance of being authentic when delivering the pitch
  • Match the most effective body language to the circumstance
  • Identify the most apt approach to be successful when dealing with other/s

Who is eligible to participate?

This course is ideal for:

  • Individuals who are involved in procurement or selling
  • Individuals employed in sales and marketing
  • People wanting to improve their confidence in negotiating, or hone existing skills
  • Individuals seeking to enter employment that comprises an element of dealing with people
  • Anyone wanting to be richer in their personal and professional life

On successful completion of this program, participants will:

  • Understand the importance of being authentic when pitching;
  • Apply the critical application of negotiation, persuasion and influence skills to increase the successful outcome of their interactions, whether this relates to dealing with difficult people, or negotiating with other/s.


A summative assessment procedure will be used, and this will be applied at the end of the module when the students would have covered all the material covering all learning outcomes.

At the end of the course the trainees will be asked to undertake an oral practical / discussion case study and complete a Multiple-Choice Exam.

Assessment marks will be sent to students individually, by email.

Where possible and applicable, if revision of paper is necessary, then the assessment will be reviewed by a supplementary marker. In the event of a failure in the multiple-choice exam, the student will be given the opportunity to sit for a resit.

Final grade will be calculated as follows:

20% oral case study
20% on attendance
60% on multiple-choice exam

A student must obtain a pass mark in all of the above components to be awarded the certification.

This course is made up of a total of 25 hours. These are divided in 12 contact hours, an estimate of 12 self-study hours and an hour of assessment.




Online2nd, 9th, 16th, 23rd, 30th


In-person20th (09:00 – 10:00)

The exam will take place on the 20th November 2024.

The course will be delivered in English.

  • Good working knowledge of the English language. (O’level certification. Should an individual have no certification, the applicant will be required to illustrate their knowledge through a one-on-one meeting and undertake a verbal multiple-choice test followed by a 5-minute oral).
  • Basic level of digital competence is required (use Microsoft Word / PowerPoint)

Student CV will be requested to verify the above. A request for copies of certification and references will be made, if necessary.



EMCS Academy comes highly recommended for the team’s outstanding guidance in creating a programme that catered for the needs of our employees. As a start, prior to the drawing up of the training programme, various meetings were set up with the management team, with the aim of understanding the training needs of the Company as well as those of the employees. The courses delivered did, not only contain the normal theory one needs to know, but a lot of practical examples. This helped the staff remain focused and attentive on the subject being discussed.

Rishi Bonello
Director, Rosemont (Malta) Ltd, 2022

When Vivian teamed up with the EMCS Academy for our further training requirements, it was a perfect match. The courses were helpful not just for our work but also for our personal lives and I definitely feel generally more empowered after attending some of the courses that were offered to us and which EMCS took care to tailor and fine-tune according to our requirements.

Kenneth Briffa
Senior Medical Representative, Vivian Corporation, 2022

I highly recommend it and it is very interesting.

A. Attard
Vivian Corporation, Product Detailer, 2023

Interesting course and delivered in a perfect week.

D. Galea
Vivian Corporation, Tender Business Coordinator, 2023

It was extremely interesting and interactive. It allowed us to share experiences and also learn from each other. Well done!

Very informative!

D. Borg Manche
Vivian Corporation, Managing Director, 2023

Total Learning Hours

Full course: 25 hours

Hours include contact hours, supervised practice hours, self-study hours and assesment hours.


Roderick Vella

Mr. Vella is a trainer and consultant focused on management practices. His main focus is on what he deems to be the most important resource of any business: people. Over the course of his experience and through his MSc in Human Resources Management and Training from University of Leicester, Roderick is a firm believer that no business can succeed without empowering the right people to drive it forward from the right seats.

Mr. Vella claims that his most notable accomplishment is guiding experienced management teams of remarkable companies towards achieving goals higher than those initially forecasted. This is also thanks to the intensive training he also holds in the area of practical negotiations, as celebrated through his first-class award from College of Europe, Bruges, Belgium.

Having gathered C-level managerial experience in the field of HR across various jobs in companies which ranged between 200 and 1200 employees, Mr. Vella extended his career in 2019 to organisational development, as he assumed the role of consultant with several renowned groups of companies in a private venture. This focused mainly on business development and included restructuring efforts, franchising, inventory management, staffing, training and cost control, along with other areas in which ad hoc consultancy was required.

Mr. Vella too is actively involved in the provision of training in non-technical skills (such as negotiation skills, how to deal with difficult customers, influencing others, to mention a few). Furthermore, Roderick is currently involved in a project for the Ministry of Health, the Elderly and Community Care where he is engaged in training groups on topics comprising: dealing with patients, passing on difficult news, and managing and building effective teams.

This could only be achieved by the adoption of a can-do approach by all team members, together with the streamlining of unnecessary bureaucratic practices for efficiency.

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Why Choose Us

We are a private Academy, made up of a team of highly motivated individuals who believe in the continuous development and empowerment of individuals through learning.

The Academy offers training services and is an accredited training institution by the Malta Further and Higher Education Authority (MFHEA). EMCS Academy is a Higher Education Institution, Licence Number 2016-19. It provides practical solutions and results-oriented training which translate into positive change. The Academy’s philosophy is to provide exceptional services to all clients whilst ensuring that all learning outcomes are reached, and all trainees have advanced their knowledge on the subject matter of the specific course they would have chosen to follow.

Our courses are developed following in-depth research and consultation on the subject matter and the related market, thus ensuring that market needs are met. All our trainers are experts in their field and actively contribute towards the continuous development of the courses which they deliver.

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