The role of psychology in negotiations

In this presentation, the first in a negotiation skills series, Jeff Heasman highlights that to be successful in a negotiation, you must 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 to closing a deal or walking away.

Learning objectives:

• 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

This session will not be recorded, so a playback will not be available for members who do not attend the live event.

Please contact Patricia Pedraza (020 7397 3911) with any queries regarding this event.

You will be sent a confirmation email shortly after booking. If you have not received this within one hour, please contact Patricia Pedraza (07463 028327)

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