difficult conversations - deborah hulme
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Difficult Conversations APM Conference, September 2016
Deborah Hulme & Sarah Christie-Rundle
The art of conversation and negotiation
• Learning
• Practice
• Self-awareness
• Capability
• ConfidenceEmotion?
Understanding our brain
Cognitive strength
“Between stimulus and response there is a space.
In that space is our power to choose our response”
(Victor Frankle)
• Mindful practice
• Emotional regulation
• Body position and breathing
• Focused attention
• Avoid habitual responses
• Avoid deceptive brain messages
Threat and rewardReward• Increased cognitive resources• More creative• Solve more problems• Come up with more ideas per action• Have a wider perceptual view• More resilient• Enhanced collaboration
Threat• Reduced memory• Narrower vision• Poor attention• Mind wandering• Fear• Sadness• Anxiety• Depression
SCARF model of social threats and rewards
StatusCertaintyAutonomyRelatednessFairness
AWAYThreat
Response
TOWARD
Reward Response
Adapted from Rock, 2008
Great conversation and negotiationESSENTIAL BASICS
• Undertake rigorous preparation • Identify core interests• Weigh up the various options• Assess different parties & choices• Understand marketplace & numbers• Develop a ‘Plan B’ • Consider using a third party if needed
ESSENTIAL VALUE ADD• Emotionally prepare self• Focus attention• Understand body (hot buttons & sensations)• Calm limbic response• Develop cognitive control • Scan for emotional responses • Remember emotions are contagious • Use frameworks (SCARF) to stay mindful• Keep breathing
Any questions?
Minerva EngagementEastside, Kings Cross Station
LondonN1C 4AX
(t) 020 3285 7943(w) minervaengagement.com
(e) jennie.flower@minervaengagement.com
@MinervaEngage
For more information
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