We negotiate with clients, colleagues and friends, and the stakes are often relational, social and not economic. We negotiate to get a job done by a certain deadline, we negotiate expected quality standards, we negotiate collaboration and committment between different business units.
Neuroscience opens the curtain on what happens in the brain during this process, what happens when we perceive that the stakes are low and there is a threat, or a potential reward, providing useful perspectives and tools for managing negotiations on both the objective and emotional levels.
The training enhances the process with internal and external clients, starting with an understanding of what happens in the brain and adopting win-win negotiation techniques based on neuroscience.
Methodology
Brain Brief Profile© test, Empathy Level Check-up, Brain Functioning and Negotiation Video, On-the-Job Application.
Goals
- Know the automatisms that are activated in reptilian and prefrontal negotiation
- Recognize the perceptual filters that generate bias against the other negotiating party
- Understand and manage the brain mechanisms that are activated during win-win and win-lose negotiations
- Acting out Brain Talents during negotiation.
Program
Negotiation: activation of threat and reward circuits
- Negotiators’ brain activity and activation of threat and reward circuitry
- The role of perceptual biases and stereotypes in the analysis phase of the negotiating interests at stake
- Exercise empathy and mirror neuron activity to understand the interests and emotions of negotiating stakeholders.
Negotiating on an emotional level with our Brain Talent
- The role of emotions and emotional memory during negotiation
- Recognize our Brain Talents and activate them in the preparation and management phase of negotiation
- Activate performance flow during trading
- The circuit of distraction and concentration during negotiation: use it according to your negotiation strategy
- Negotiation in action: purposes of “here and now,” meditation and presence techniques before the negotiation moment.
Managing conflict
- What happens in the brain when a negotiator experiences relational stress: hyperactivation and performance or emotional sequestration
- Matrix of negotiated interchange value and level of perceived rewards
- Managing organizational conflict: origins of conflict, what conflict is from our brain’s point of view, and our “natural” ways of dealing with it
- “Critical” relational nodes: preparing for negotiation: recognizing the parties involved and discovering one’s negotiating style.
