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Speaker:  Scott Wayne |  Co-Founder / Partner, Envoy

At its core, this session is about disenthralling ourselves with ourselves and getting into the minds of those whom we’re seeking to influence, in most cases without authority over them.

The session is broken into three simple chapters, each addressing a critical key to negotiations: Identifying Motive, Finding Mutual Interests, and Framing Solutions. Within each chapter, we introduce the theory, examples of the technique being deployed.

This is an upbeat, interactive, and pragmatic discussion, designed to have you think proactively about influencing your key stakeholders.

In this session you will:

  • Identify the driving motives held by their stakeholder
  • Focus on the mutual interests v. positions between them and their stakeholder
  • Combine the mutual interests with the driving motives to frame the issue and conduct a successful negotiation


  • Leadership & Navigation
  • Relationship Management
  • Communication