Leadership Literacy
Reading People, Comprehending Situations And Acting Upon Your Knowledge
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Edward Hatch
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Successful practice requires the ability to read people and situations, understand what you are reading, and act upon the information you have gathered. Whether you are leading clients, co-workers, or constituents; persuading judges, juries or hearing panels; influencing co-counsel, arbitrators or mediators; or negotiating contracts, fees, or settlements; the human dynamics are the same. The importance of this learnable skill can’t be over-stated, yet it is an arena in which few receive formal training.
You will learn:
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The three negotiating axioms that affect the outcome of every negotiation and the real-world application of each;
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The three predictable forms of resistance and how to overcome each;
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Appropriate responses to each “critical choice point” of the “Cognitive Mind Map” leading to YES;
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Probing for and discovering your counterparts’ underlying interests and motivations;
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“Pre-framing” questions to redirect conflict to cooperation;
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The four basic personalities and how to structure your presentation to accommodate each;
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A research-based and experience-proven strategy for creating and maintaining your trust with your clients and/or opposition; and
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A five-step strategy for handling and overcoming last-minute objections.
Program Agenda & Detail
6 Hours
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[Part I: 90 Minutes]
The Three Fundamental Elements That Affect the Outcome of ALL Negotiations
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The three predictable forms of resistance and how to overcome each
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15 Minute Break
[Part II: 90 Minutes]
The Cognitive Mind Map and the Appropriate Corresponding
ASK—LISTEN—LEARN—LEAD Process
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Moving from conflict to cooperation . . . using the right questions at the right time versus making statements
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Active listening . . . six fundamental hints in this counterintuitive skil
Break
[Part III: 90 Minutes]
First Connect; Then Convince
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NLP—a strategy for determining the other person’s desired “form” of communication; learn to “speak the same language”
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Quadrant personality profiling—a strategy for determining not only a person’s preferred “delivery” style of communication, but also their preferred negotiating style.
15 Minute Break
[Part IV: 90 Minutes]
The “Golden Bridge”—Use of the NEED—FEATURE—BENEFIT Statement to Win Others Over versus Winning Over Others
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Six-step strategy for handling and overcoming last-minute “objections”
[Adjourn]
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Unconditional Guarantee
If you are not convinced that your understanding of the course topic has
improved after completion of any P.E.G.® seminar, we will refund your course tuition.
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