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.

Date(s) & Time(s): 
Tuesday, June 21, 2016 - 7:00am to 8:15am

Scott Wayne


Scott is the lead negotiator of The Frontier Project. Working predominantly within the Frontier Envoy unit of the firm, he discreetly investigates global market opportunities, moderates executive summit meetings, leads product development teams and provides negotiation support to key clients.

Prior to founding The Frontier Project, Scott worked as a British Diplomat and led business development for a global law firm. He holds an undergraduate degree in International Relations from the London School of Economics where he studied on a Barclays Scholarship, and a graduate degree in Security Studies from the School of Foreign Service at Georgetown University.

Scott resides in Virginia, where Frontier’s production studio is based, though is more often found operating out of Frontier’s New York locations. He keynotes regularly on the interplay of decision dynamics and innovation in global markets and the personal discipline of innovation.

As with his teammates at Frontier, Scott passionately believes that shareholders, society and the environment all mutually benefit when innovation and market influence strategies are deployed for sustainable returns.

Convention Center: 150
Amount of Credit: 
Credit Type: 
HR Credit
Session Type: 
Concurrent Session
Intended Audience: 
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