Negotiation is a particularly human talent, which has been at least as important to our species’ success as our capacity for innovation. Numerous aspects of negotiation have deep-seated, evolutionary roots, however we sometimes need to guard against an instinctive response.
As part of our popular Psychology of Negotiation series, we will be hosting six, bite-size, 15 min sessions examining various aspects of negotiation, with a particular focus on the lessons we can use from psychological and behavioural research to improve our negotiating skills.
- Wednesday 21 April 2021: Negotiation online – the new normal. Are you daunted by the prospect of undertaking negotiations by video-conference? Do you find communicating via video link difficult? In this session we will explore the psychological phenomena that influence online negotiation to explain the challenges and suggest solutions.
- Wednesday 5 May 2021: Negotiation and narratives. Humans are born storytellers. In this event we explain why recognising and harnessing storytelling will improve your negotiation technique.
- Thursday 20 May 2021: The Cuban Missile Crisis - what went right. The negotiations that defused the Cuban Missile Crisis brought humanity back from the brink of destruction. In this session, we review those talks from a psychological perspective and discuss the lessons we can learn from one of the most important and frightening chapters in human history.
- Wednesday 2 June 2021: Negotiation theory for numpties. Don’t know your BATNAs from your prisoners’ dilemmas? In this session, we will review and explain the basics of negotiation theory.
- Wednesday 16 June 2021: The psychology of auctions. Auctions are unusual negotiations, in which participants are susceptible to using mental shortcuts to reach a sometimes suboptimal solution. In this session we will discuss how auctions should best be approached from a psychological perspective.
- Wednesday 30 June 2021: Negotiation in the Global Garden. Cultural differences can make cross-cultural negotiations problematic. In this session, the last in our current series, we consider how culture impacts on negotiation and how you can avoid potential pitfalls.
Each session in the series qualifies for CPD. Click here for further information.
Information about the speakers can be accessed here.