Negotiation: The Principles of Persuasion

Negotiation is an exercise in wielding influence. If you control the context of the negotiation, or the flow of information, or the posture of the participants, you can influence the result.  In this session, Joe Rand will teach you a completely different approach to negotiation, one that focuses on the way our minds process information and how you can avoid falling victim to the cognitive biases that can undermine clear thinking.  Learn how to resist tactics that try to anchor you to a starting position; or to frame your negotiation to your own disadvantage;  or to use imagery to influence your thinking.  Ultimately, by the end of this session, you’ll be a better decision-maker and a better negotiator!