The Cartography of Negotiation

SHRM 2016 Annual Conference & Exposition
Workplace Application: You will leave understanding the techniques in framing, priming, and intelligence gathering deployed by effective negotiators.

Building on classic negotiation theory, and informed by hundreds of real-life scenarios, this session will teach you to shape the dynamics of dialogue, control the physical environment, prepare purposefully for engagement, respond nimbly to unforeseen obstacles, avoid bias, separate positions from interests, and create more value for everyone at the table. You will leave with:

·         Self-assessment tools to ground oneself in the “why” behind negotiating. 

·         Applicable tools for framing, priming, and intelligence gathering to increase effectiveness of negotiations.

·         An Understanding of proxemics as it relates to communicating effectively.