Business Development
THE ROLE OF PSYCHOLOGY IN NEGOTIATIONS
ABOUT THE SESSION
To be successful in a negotiation it is very important that you understand the role psychology plays. From being able to recognise how your own emotions impact your thought processes and behaviours to also being able to recognise the same in your negotiation partner.
Jeff Heasman is a recognised expert in negotiations and is a graduate of the Yale School of Management Executive Education programme in negotiation strategies. Using techniques learnt over many years and putting these into the context of insurance and financial services, Jeff will show you how psychology impacts the negotiation from preparation through to either closing a deal or walking away.
LEARNING OUTCOMES
By the end of the session, participants will be able to:
Identify how psychology plays a role in the negotiations process.
Recognise the ways in which emotions impact people´s bodies, thinking and behaviours during negotiations.
Implement a strategy to take account of psychological factors when preparing for and engaging in negotiations.
Session Length: 1 hour