Teach your team to communicate like hostage negotiators · negoTiaTion skiLLs deaLing wiTh...
Transcript of Teach your team to communicate like hostage negotiators · negoTiaTion skiLLs deaLing wiTh...
Teach your team to communicate like
hostage negotiators
© Advertising W
eek Europe 2016
CoursE sElECtion tool
Course delivered by Richard Mullender Former lead trainer at the national Hostage and Crisis negotiation unit, scotland Yard
Teach your team to communicate like
hostage negotiators
© Advertising W
eek Europe 2016
CoursE sElECtion tool
Course delivered by Richard Mullender Former Lead Trainer at the National Hostage and Crisis Negotiation Unit, Scotland Yard
LisTen. UndeRsTand. infLUenCe.
We’re all taught to talk. none of us are taught to listen. And yet decades of experience in crisis situations have taught me that all effective communication starts with listening. listening is a skill that’s seriously undervalued in the business world. My training is based on doing, so your team will get 1% theory, 99% practical application.
You’ll be able to:• get people to open up• know precisely what to listen for• understand how to interpret the intelligence you’ve gained.
Yes, you’ll be able to sell your ideas using your prospect’s most deeply held beliefs, rather than your own. it’s amazingly effective. to succeed, all you have to do is listen as if lives depended on it.
Gaining a skill very few people have and using it ethically to influence and persuade.
i’ll be asking you to join in lots of practical exercises and role-play.Expect to: • be entertained• be challenged• learn valuable skills from the closely guarded world of hostage
negotiation.
‘ Based on my career as a hostage negotiator, my elite level listening training will
give you and your team a rare power to influence whoever you’re with.’
What’s so different about your training, Richard?
As a delegate, what would I be able to do after your
training that I can’t do now?
And then I’ll be able to influence them?
What would you say is the biggest benefit of
your training?
What’s your training style Richard?
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This interactive course selection tool is designed to help you create a corporate-fit Mullenders course for your organisation. Take a look. Have a think about the kind of course that would best suit your people. Then email Richard [email protected] to schedule a call.
negoTiaTion skiLLs
deaLing wiThdiffiCULT
peopLe
session 4
session 5
a MoRning of LisTening
skiLLs
session 1
qUesTioning
session 2
peRsUasion skiLLs
pRepaRaTion & pLanning
session 3
session 6
qUesTioning
option A
pRepaRaTion & pLanning
option B
session 1
or
deaLing wiThdiffiCULT
peopLe
option A
negoTiaTion skiLLs
option B
peRsUasion skiLLs
option C
or or
session 2
session 3
BonUs session
a MoRning of LisTening
skiLLs
CReaTe yoUR CoURse
CReATe youR 1 oR 2 dAy CoRpoRATe-fIT CouRse.
You can choose to include sessions 4, 5 and 6, or go into more depth by selecting only one or two of these sessions.
[email protected]@mullenders.org
To create the course that’s just right for your team, follow these three steps
1 take a look at the sessions on offer and decide what you think your team needs.
2 Email richard [email protected] to schedule a call so you can co-design your course together on the phone. Alternatively you can arrange to meet.
3 richard will then send you a full proposal for consideration.
The not-so-small print
some clients with a large group to train, choose to divide their group into two, and richard delivers a two-day course for the two groups over four days.
if you require in-depth training, please talk your needs over with richard. He has designed and delivered courses lasting up to five days.
deLiveRy: richard will present the course
deLegaTe nUMBeRs: Flexible, but usually 10-12 delegates
CosT: negotiable. (of course.)
travel and accommodation outside the london area to be paid for by the client.All material remains the intellectual property of richard Mullender.
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CReaTe yoUR CoURse
[email protected]@mullenders.org
you will
Bust the 5 big communication myths : learn to listen like a hostage negotiator : Discover what to listen for
: interpret the true significance of what’s being said : test your hypothesis without offending the other person
By lunchtime you’ll be able to
identify someone’s values, beliefs and motivators 4uncover secrets they are unaware they’ve revealed 4
know precisely how to pitch a course of action to them 4
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1 day CoURse
a MoRning of LisTening skiLLs
Then on to the next session
‘We’re all taught how to talk. None of us are taught how to listen.’
session 1
[email protected]@mullenders.org
Learn the specialised techniques used by scotland yard
detectivesyou will
Explore the world of questioning from probing and leading, to
alternative and tag:
learn how to use questions sparingly to optimum effect
:Harness the phenomenal power of
the indirect question
Walk away with powerful new investigative skills you can use to
prepare your brief
4populate your Discovery Map
4perfect your prospecting
4
Get your team working like a hostage
negotiator cellyou will
rehearse strategy, from killer opening lines to winning closes
: shine an outcome-focused beam
on every meeting:
Avoid the 5 dumbest things you can say
Walk away with the ability to prepare and plan like a hostage
negotiator for an important conversation
4Exploit social conventions to
optimise your influence
4Capitalise on failure and success
4
1 day CoURse
qUesTioning
option A
pRepaRaTion & pLanning
option B
for the second session of the day, choose from the following options:
Then on to the next session
session 2
[email protected]@mullenders.org
How to bite the bullet and get results
you willFind out how to confront the issue, face to face
:learn to challenge behaviour
without causing personal offence
:practise applying fair disciplinary
measures when necessary
Walk away with the ability to
Discover the root cause of the problem and discuss it frankly
4Find and apply a solution
that’s acceptable to both sides
4leave the problem individual
with their dignity intact
4
so you can operate like a hostage negotiator
you willlearn the stages and sequence
of a successful negotiation
:Explore the roles allocated within
a hostage negotiation cell
:
Employ those roles within your team to get better business results
Walk away with the ability to talk someone off a bridge or into a course of action
4Apply the 10 rules of negotiation
to get the outcome you want
4use language to optimum effect
to engage and involve
4
so you can turn any situation to your
advantageyou will
learn the vital role of trust in all our interactions – and how to build it
: see how we are programmed
to conform and how that can be harnessed
: appreciate the power of giving
your word
Walk away with the ability to Be generally liked so that people
want to please you
4Build obligation and engender trust
4use language to optimum effect to
influence, persuade and win
4
1 day CoURse
deaLing wiThdiffiCULT
peopLe
option A
negoTiaTion skiLLs
option B
peRsUasion skiLLs
option C
for the final session of the day, choose from one of the following options:
That completes your 1 day Course. Richard’s white knuckle ‘Hostage scenario’ session can be included for an additional cost.
session 3
[email protected]@mullenders.org
you will
Bust the 5 big communication myths : learn to listen like a hostage negotiator : Discover what to listen for
: interpret the true significance of what’s being said : test your hypothesis without offending the other person
By lunchtime you’ll be able to
identify someone’s values, beliefs and motivators 4uncover secrets they are unaware they’ve revealed 4
know precisely how to pitch a course of action to them 4
© A
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tisin
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2 day CoURse
a MoRning of LisTening skiLLs
Then on to the next session
‘We’re all taught how to talk. None of us are taught how to listen.’
session 1
[email protected]@mullenders.org
Learn the specialised techniques used by scotland yard
detectivesyou will
Explore the world of questioning from probing and leading, to
alternative and tag:
learn how to use questions sparingly to optimum effect
:Harness the phenomenal power of
the indirect question
Walk away with powerful new investigative skills you can use to
prepare your brief
4populate your Discovery Map
4perfect your prospecting
4
Get your team working like a hostage
negotiator cellyou will
rehearse strategy, from killer opening lines to winning closes
: shine an outcome-focused beam
on every meeting:
Avoid the 5 dumbest things you can say
Walk away with the ability to prepare and plan like a hostage
negotiator for an important conversation
4Exploit social conventions to
optimise your influence
4Capitalise on failure and success
4
qUesTioning pRepaRaTion & pLanning
session 2
2 day CoURse
Then on to the next sessions
session 3
[email protected]@mullenders.org
How to bite the bullet and get results
you willFind out how to confront the issue, face to face
:learn to challenge behaviour
without causing personal offence
:practise applying fair disciplinary
measures when necessary
Walk away with the ability to
Discover the root cause of the problem and discuss it frankly
4Find and apply a solution
that’s acceptable to both sides
4leave the problem individual
with their dignity intact
4
so you can operate like a hostage negotiator
you willlearn the stages and sequence
of a successful negotiation
:Explore the roles allocated within
a hostage negotiation cell
:
Employ those roles within your team to get better business results
Walk away with the ability to talk someone off a bridge or into a course of action
4Apply the 10 rules of negotiation
to get the outcome you want
4use language to optimum effect
to engage and involve
4
so you can turn any situation to your
advantageyou will
learn the vital role of trust in all our interactions – and how to build it
: see how we are programmed
to conform and how that can be harnessed
: appreciate the power of giving
your word
Walk away with the ability to Be generally liked so that people
want to please you
4Build obligation and engender trust
4use language to optimum effect to
influence, persuade and win
4
2 day CoURse
deaLing wiThdiffiCULT
peopLenegoTiaTion
skiLLspeRsUasion
skiLLs
session 4 session 5 session 6
That completes your 2 day Course. Richard’s white knuckle ‘Hostage scenario’ session can be included for an additional cost.
Choose all three sessions, or choose to go into one or two topics in greater depth.
[email protected]@mullenders.org
Mullender’s teaches life or death listening. This skill gives you access to an individual’s mindset
without their knowledge. you’ll learn to use your insight into a person’s values and beliefs to influence their actions. since we operate on trust, we expect you to use what you
learn on a Mullender’s course responsibly.
waRning
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1 DAY CoursE 2 DAY CoursE1 and 2 day CoURse
you will
Either be taken hostage or have to negotiate in front of your colleagues with the hostage taker, with richard to guide you
Walk away
Able to say you have experienced hostage negotiation in the raw 4Having put your new skills to the test in an a controlled ‘life or death’ crisis situation 4
ready to dine out on an unforgettable, white-knuckle encounter 4
hosTage negoTiaTion sCenaRio
‘probably the most memorable training experience your delegates will ever have.’
you can add this session to any training course. It’s an additional expense because Richard hires a professional to play the hostage or hostage taker.
[email protected]@mullenders.org