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Don’t Bring a Gun to a Knife Fight: How to Counter Seven Negotiating Gambits
- What is “Negotiation”?
- What defines a “Successful Negotiation”?
- What is a Gambit?
- Seven Gambits and their counters
- Negotiating in a Project Context
Overview of the webinar
A “Gambit” is a risky technique used to potentially gain advantage in a situation. Negotiating gambits are actions used by trained negotiators to give them an edge over the untrained population. These ploys take advantage of human cognitive biases, social conventions, and emotions to benefit the skilled negotiator.
This talk reviews seven common gambits used by skilled negotiators to gain advantage in everyday negotiations.
Participants will learn to recognize these gambits and how they are used.
Participants will also learn effective responses to counter or nullify these gambits when they are employed against them.
The intent is not to turn the audience into professional negotiators, but instead to improve their game so that basic “hard ball” tactics are less effective.
Who should attend?
- Supervisors
- Suppliers
- Negotiators
- Purchasers
Why should you attend?
We all negotiate daily with family, neighbors, co-workers, supervisors, suppliers, customers, and others - yet few people have formal training in the art of negotiating.
When everyone is negotiating in good faith, lack of a formal approach to negotiation is a disadvantage. When facing a skilled negotiator unconstrained by ethics, the consequences can be brutal for the well-intentioned but untrained.
This talk reviews seven common negotiating gambits that most participants will recognize they have unwittingly experienced, why they work, and how they can be countered.
The intent is not to turn the audience into professional negotiators, but instead to inoculate them so that basic “hard ball” tactics are less effective.
Faculty - Mr.Payson Hall
Payson Hall, is a former U.S. Army Ranger and consulting project manager for Catalysis Group, Inc. in Sacramento. Formally trained as a software engineer, Payson’s early career included software development, hardware/software system integration, and Independent Verification & Validation. As his career progressed, his role shifted to include increasing project management responsibilities, with a focus on technology projects.
Today Payson coaches project managers, teaches project management skills, consults, and performs project reviews in a variety of fields, including transportation, communication, software development, education, financial services, and healthcare.
Payson has consulted on projects in both the public and private sectors throughout North America and Europe during his 40-year career. He has published over 250 project management articles, developed numerous project management and problem-solving classes, written a book on project sponsorship, and is a sought-after conference speaker who specializes in demystifying project management topics and communicating important ideas while entertaining audiences.