Did you know that INCOSE's Competency Model lists "negotiation" as a competency essential to requirements management, verification and validation, and acquisition and supply? Every day we all are placed in the position of persuading others and negotiating our way to the solution of shared problems. Sometimes this is formal - involving presentations or papers. Often it is informal with a friendly - or not so friendly- give and take. At the heart of any negotiation is effective communication in the form of listening and expressing ourselves.
In all these situations, the fundamental structure of persuasion and our path of expression are the same. Learning the psychology of persuasion and negotiation helps us to understand what it takes to “make our case” and really hear and understand what others are saying. In this presentation, we will discuss the structure of persuasion and identify tools and techniques that will make us better communicators on both sides of the conversation - listening and expression.
Zane Scott is a veteran of 18 years in the courtroom where he tried over 100 jury trials. Trained as a tactical team hostage/crisis negotiator, mediator and labor-management facilitator, he has taught communication, negotiation and facilitation skills in a variety of government and commercial settings. As VP for Professional Services for Vitech and an Associate Systems Engineering Professional (ASEP), Zane understands the world of systems engineering and the role of these soft-skills in it. He has served as the Chair of the INCOSE Corporate Advisory Board and as a member of the INCOSE Board of Directors. A member of INCOSE’s Chesapeake Chapter, he is a frequent teacher, speaker and blogger on a wide variety of systems engineering topics.