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Concurrent Session
The Cartography of Negotiation
Monday 06/19/2017 04:00 PM - 05:15 PM Add to calendar
1.25 SHRM PDCs | Competencies: Consultation, Communication | Intended Audience: Midlevel
Workplace Application:
You will leave understanding the techniques in framing, priming, and intelligence gathering deployed by effective negotiators. 

Being a skilled negotiator is a skill all HR professionals should have. This session will show you how to create mutual value, not choose sides. This experiential session will lead you through the neuroscience and behavioral economics of negotiation. Building on classic negotiation theory, and informed by hundreds of real-life scenarios, this session wlil show you how 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 learn about:

  • The latest research from fields of neuroscience and behavioral economics as it relates to negotiations.
  • Self-assessment tools to ground oneself in the “why” behind negotiating. 
  • Tools for framing, priming, and intelligence gathering to increase effectiveness of negotiations.
  • The use of proxemics as it relates to communicating effectively.
Scott Wayne Photo
Scott Wayne, Founder,
The Frontier Project