Create value. Strengthen the relationship.
Positions. Priorities. Pushback. Competing interests. Every negotiation has more going on beneath the surface than what’s being said.
Great negotiators don’t just push harder, persuade more or rush to compromise. They get curious.
Rather than getting trapped in positions, persuasion or premature solutions, effective negotiation means looking beyond what people say they want to uncover what really matters. It means getting curious about concerns + objections, discovering underlying interests + needs and identifying information + value that might otherwise be missed.
In this high-energy + high-impact presentation, Scott Dutton – The Conflict Whisperer + Fun-Maker! – combines negotiation expertise, practical strategy + humour to help audiences negotiate with greater curiosity, confidence + collaboration.
Using Scott’s practical CINO® framework, delegates discover a clear approach to navigating negotiations from preparation through to outcome – while keeping one important principle in mind:
Don’t jump straight to the O!
“I loved it! Scott was AMAZING! I gained so much insight into conflict.”
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Keynote
60–75 minutes | Suitable for audiences of any size
In Scott’s engaging, informative (+ fun!) keynote, audiences discover how to:
- recognise + avoid the 3 common negotiation traps that limit outcomes
- move beyond positions to uncover what really matters to both sides
- use curiosity + questioning to uncover information that shifts the negotiation
- use CINO® as a practical framework for collaborative negotiation
- create options + value to achieve better outcomes while strengthening the relationship.
Masterclass
Negotiation Intelligence™ Toolkit | 3.5 hours | Suitable for up to 140 participants
Want the energy of a keynote and the opportunity to take the learning deeper?
The first 90 minutes engages + equips (+ entertains!), creating energy, insight + buy-in through Scott’s Negotiation Intelligence (NI): Get Agreement! keynote – delivered with his trademark expertise + interactive fun.
Following a break, the Masterclass shifts from knowing to doing / negotiating – taking a deeper dive through applied practice, guided discussion + live demonstrations.
Participants work through a sector-relevant negotiation scenario as the masterclass unfolds – turning insight into action.
Participants will:
- apply the CINO® framework to prepare + navigate negotiations with greater confidence
- clarify positions, priorities + what really matters to both sides
- practise curiosity + questioning to uncover interests, needs + essential information
- observe live demonstrations navigating challenges including resistance, pushback + competing interests
- explore options + value before moving to an offer or outcome
The keynote builds Negotiation Intelligence + insight AND the masterclass develops application + confidence – ALL with plenty of energy + interactive fun!
