Reading People, Comprehending Situations And Acting Upon Your Knowledge
Successful practice requires the ability to read people and situations, understand what you are reading, and act upon the information you have gathered. Whether you are leading clients, co-workers, or constituents; persuading judges, juries or hearing panels; influencing co-counsel, arbitrators or mediators; or negotiating contracts, fees, or settlements; the human dynamics are the same. The importance of this learnable skill can’t be over-stated, yet it is an arena in which few receive formal training.
You will learn:
- The three negotiating axioms that affect the outcome of every negotiation and the real-world application of each;
- The three predictable forms of resistance and how to overcome each;
- Appropriate responses to each “critical choice point” of the “Cognitive Mind Map” leading to YES;
- Probing for and discovering your counterparts’ underlying interests and motivations;
- “Pre-framing” questions to redirect conflict to cooperation;
- The four basic personalities and how to structure your presentation to accommodate each;
- A research-based and experience-proven strategy for creating and maintaining your trust with your clients and/or opposition; and
- A five-step strategy for handling and overcoming last-minute objections.
Program Outline & Schedule (6 hours)
The Three Fundamental Elements That Affect the Outcome of ALL Negotiations
- The three predictable forms of resistance and how to overcome each
15 minute break
The Cognitive Mind Map and the Appropriate Corresponding ASK—LISTEN—LEARN—LEAD Process
- Moving from conflict to cooperation . . . using the right questions at the right time versus making statements
- Active listening . . . six fundamental hints in this counterintuitive skill
1 hour for lunch
First Connect; Then Convince
- NLP—a strategy for determining the other person’s desired “form” of communication; learn to “speak the same language”
- Quadrant personality profiling—a strategy for determining not only a person’s preferred “delivery” style of communication, but also their preferred negotiating style.
15 minute break
The “Golden Bridge”—Use of the NEED—FEATURE—BENEFIT Statement to Win Others Over versus Winning Over Others
- Six-step strategy for handling and overcoming last-minute “objections”
If you are not convinced that your understanding of the course topic has
improved after completion of any P.E.G.® seminar, we will refund your course tuition.