Phase 1: The Three Keys
After brief introductions, we dive into the tree keys of negotiation. An introduction the hybrid of negotiation theory, behavioural economics and psychology that helps us disentrhall ourselves and sit in the shoes of others to truly empathise with how they see the world and then build products and services that appeal and build loyalty.
Phase 2: Diego’s Hotel
After the interactive keynote, we break into groups to run the “Diego’s Hotel” scenario exercise. This is a product development exercise that has participants step out of their own biases and preferences and look at the world through the lens of a successful, professional twentysomething immigrant and design a hotel that meets his needs. Through this playful exercise we practice stepping out of our shoes and into the other and recognise that what might appear important decision drivers for us, may not be for others.
Phase 3: Tie Back
After teams have shared back their ideas on Diego’s Hotel, we move to a group discussion where we discuss the lessons for the independent insurance agent sector. We delineate areas of competition and focus discussion on what we can do together to improve the career appeal of the industry and how communicate it’s value.
Phase 4: Follow Through
As participants leave, we email copies of slides and further reading through a dedicated webpage (much like this one) that speaks to principals and their employees and the actions they can take to make the industry perform at a higher level.
So Scott will be the guy on stage. Dropping British accents all over the place and war stories from the field of negotiation. Production of the event will be managed by Claire O’Keefe - ensuring all the materials are in place and everything runs on schedule.
We’ll work with you ahead of the gatherings to determine the best combination of attendees between staff, board members, and regular members to generate a strategy that incorporates a breadth of thinking and diversity of perspectives and imagination. We encourage you to keep the group below 18 - ideally significantly lower - as group dynamics can become prohibitive to clear decision making beyond that number.