When you like and trust someone, you are happy to do business with them. Yes? Strange, then, that learning to project likeability, and to develop trust, has been largely ignored in the corporate world.

The knee-jerk response would be, ‘But can you really teach these things?’ The answer is yes – provided you learn from a hostage negotiator. The skill of the former at establishing likeability and trust through elite level listening has saved lives. The talent of the latter at building a value proposition into every negotiation is a deal sealer.

Attendees will learn how to:

• listen like a hostage negotiator
• uncover secrets that others are unaware they have revealed
• interpret the true significance of what is being said
• identify a broker’s values, beliefs and currencies
• develop likeability and build trust
• test a hypothesis without offending the other person
• follow the stages and sequence of a successful negotiation
• position your value with brokers
• successfully negotiate a course of action with them.