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.

[email protected]

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


option B

session 1

or


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


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


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


option B

for the second session of the day, choose from the following options:


session 2


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


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


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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2 day CoURse

a MoRning of LisTening skiLLs


‘We’re all taught how to talk. None of us are taught how to listen.’

session 1


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


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


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.


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.


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