Award in Negotiation, Persuasion and Influence Skills in Practice – Selling to the mind

MQF/EQF Level 5 (1 ECTS Credit) Blended Intake Opening Soon

EMCS Academy has designed the Negotiation, Persuasion and Influence Skills in Practice – Selling to the mind to iquip 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.

Participants will learn that persuasion and influence are useless unless one can gauge how the other person is feeling. That is why reading body language is so important when applying negotiation and persuasion skills. As well as learning how to deal with difficult people, participants will also be taught about the universality of persuasion – that can consequently be applied in all aspects of one’s life, be it at home or at work.

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 and identify types of negotiators and be able to define their negotiation type
  • Recall the 7 principles for effective negotiations
  • Identify the obstacles to overcome
  • Determine the most apt approach to deliver the pitch
  • Understand the importance of being authentic
  • 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?

  • 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

The course will be delivered using a blend of approaches to ensure a unique learning and development model that enables the learner to learn the general framework of the subject and then apply what is learnt to real life cases.

Participants are actively encouraged to use the unique opportunity this program presents to identify their own goals, outcomes, opportunities and learning experiences.

Participants will be actively encouraged to ask questions, share their own learning, and engage in scholarly discussion around the key factors affecting time management and being in control of same. The learning gained from the module will then be reinforced through additional post-module resources and activities which the participant can complete in their own time and at their own pace.

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 module the trainees will be asked to:

  1. Undertake an oral practical / discussion case study
  2. Complete a Multiple-Choice Exam.

This course is made up of a total of 12 contact hours.

EMCS Academy, Level 2, Regional Business Centre, University Heights, Msida.

The course will be delivered in English.

Good working knowledge of the English language. (O’level certification/ as per EMCS judgement).

Basic level of digital competence is required (use Microsoft Word / PowerPoint)

Course Modules

MQF/EQF Level 5 – 1 ECTS

The course will incorporate the following elements and key sub-topics:

Negotiations in practice

This section tackles aspects relating to, but not limited to: understanding how to effectively handle difficult individuals (whether colleague or third party), how to negotiate deals (be it at work or at the market), and positively portraying your arguments/ ideas during meetings (whether informal with friends or structured work events).

Topics that will be covered include

  • How is a negotiation built?
  • Carry out a Self- Assessment
  • Types of negotiators
  • 7 principles for effective negotiations
  • Negotiating Styles
  • Skills to use
  • The final and most important element of negotiation
Mastering persuasion and influence – Selling to the mind

This section of the course will tackle techniques to aid participants master their persuasion and influence skills and create awareness on the importance of gauging how the other person is feeling. Factors relating to: Body language, communication and persuasion skills will be amply tackled in this section.

Topics that will be covered in the section include:

  • Obstacles to overcome to influence effectively
  • How to deliver the pitch
  • The importance of being authentic – speaking with your own voice.
  • Making use of effective body language.
  • Experimenting with how you communicate
  • The Framing Technique
  • The service mentality


Total Learning Hours

Full course: 24 hours

Module 1: 24 hours

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


Ramon Muscat

Director, EMCS Advisory Ltd, Malta

Mr. Ramon Muscat is currently a Director at EMCS Advisory Limited.

Focusing on the EMCS Academy, Ramon’s purpose is to maximise individuals’ true potential through coaching and training.

He is actively involved in the provision of training in non-technical skills for both the public and private sector (such as time management, planning and work-life balance, motivating self and others, the great customer experience, and dealing with difficult customers (to mention a few). Furthermore, Ramon coaches individuals in top-tier positions.

Apart from his Masters in Business Administration Ramon attained a certificate in Managing People from the College of Management and IT and an ILM Level 5 – Certificate in Coaching and Mentoring.

I'm interested in this course

If you are interested to join this course when the intake is open please fill in the form below.

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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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