Wednesday, July 21 | 12:00 – 12:45 P.m. E.T.

Training leaders often find themselves fighting for the needs of their constituents. Negotiating budgets, outcomes, commitment levels and buy-in can be tense and unnerving. In this Training Industry Leader Talk session, you will be challenged by a live negotiation to see if you can come to a win-win outcome under pressure. Two lucky L&D leaders will square off live!

Jeff Cochran will share four key negotiation principles that can be leveraged to reach a collaborative outcome, where both sides win, but especially you! The speaker will also introduce tools that have an immediate application to negotiations both internally and externally. The tools, if implemented, will become habits making participants consistently better negotiators.

This interactive session will provide insights on:

• Using points of agreement to start off a negotiation.
• Ways to remove the ego.
• Creative ideas around equitable splits.
• How to facilitate action from the other side.

View full agenda.

Speaker

Jeff Cochran, Partner and Master Facilitator, Shapiro Negotiations Institute  Jeff Cochran, partner and master facilitator at Shapiro Negotiations Institute, has coached negotiation and delivered high-impact presentations for the past 20 years. The presentations have lasted from 45 minutes to three days in length. His audience size has ranged from five executives around a boardroom table to 1,000 people in an auditorium. Jeff has delivered customized programs for clients across many diverse sectors: financial services (Barclays, PricewaterhouseCoopers, JP Morgan Chase); pharmaceutical (Novo Nordisk, Sanofi-Aventis, Bristol Myers Squibb); insurance (General Reinsurance, Nationwide); telecommunications (Verizon, Comcast); sports (Chicago Bears, Baltimore Ravens, Madison Square Garden) and a host of others. He has delivered programs in 26 countries on six continents.