Everything you’ve learned about negotiation is wrong. Learn how to negotiate better deals.

Vistage NYC is delighted to announce that we have booked Derek Gaunt to provide our CEOs and Senior Executives a workshop on increasing leadership performance by applying hostage negotiation practices and principles to business interactions.

Derek’s partner wrote the book, Never Split the Difference: Negotiating as if your life Depended on it.

Program Description

Negotiations Basics for Business Leaders – This session introduces concepts of hostage negotiations to executive leaders for application in the corporate environment. The objective of this session is to provide an understanding of how emotions drive human behavior and decision-making.

Negotiation is synonymous with navigation, and people are driven by emotional factors. We ignore human nature at our own peril. Executives, managers, indeed all of the personnel within your organization need to ask, what is the road map for what causes a counterpart to come to a specific decision? How do we best navigate the process? Once you can decipher what the drivers are people become eminently predictable. This seminar will help today’s organizations uncover emotional drivers, build trust and rapport, and obtain specific elements of data for uncovering the value system that will allow you to influence the other side’s decision-making.

The skill set is very useful not only in the workplace, but in any interaction in which you are “driving for a yes,” in your business or personal life.

  1. Negotiations role in business and personal interactions
  2. Negotiation and Bargaining…the same or different?
  3. Information gathering as a part of the negotiations process
  4. The Quick Two plus One

Interactive simulations and stories will be used to illustrate learning points.

Speaker Biography

A lecturer, author, and trainer with 29 years of law enforcement experience, 20 of which as member and leader of hostage negotiations teams. Derek Gaunt has trained across the US and around the world, instructing organizations in how to apply hostage negotiations practices and principles to the business world.

As a member of the Black Swan Group, he presents seminars, workshops, and in-house training programs to financial institutions and advisers, national and international business schools, law enforcement and foreign military personnel.  Derek is a hostage negotiations and incident command subject matter expert who frequently speaks at regional and national hostage negotiators conferences.  His presentations are engaging and filled with useful techniques for understanding human behavior and improving interpersonal communications.  His training has helped business leaders from various parts of the globe increase their performance and by extension, increase that of their employees.

This free event is exclusively for CEOs and business owners of companies with annual revenues of a minimum of $10M+.

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