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Learning about negotiation from a Scotland Yard-trained expert

Missed our Negotiation for Business masterclass? Here's a little of what you missed

We welcomed over 600 people from across the UK to our latest masterclass series.

Former lead trainer at Scotland Yard’s National Hostage and Crisis Negotiation Unit Richard Mullender shared the secrets he learned during his time as a hostage negotiator, bringing elite persuasion techniques into the public domain for the first time!

Here are just three of the things we learned:

  • Get trust
    In order to negotiate, trust is essential and remember that trust is between the individuals, not the organisations.
  • Understand values
    In order to influence and persuade, it is essential to understand the values of that person and to do that effectively, we need to listen for the clues. As well as the facts, we are listening for emotions, motivators, values and beliefs.
  • Encourage comfortability
    When people are relaxed, they talk more and give more away!

And, here's just a snapshot of some of the amazing comments:

“Really good session - debunking some myths, challenging perceptions. Engaging, interesting and relevant.”
“I liked the fact that it threw away the rule book on negotiation and was based on experience gained at the highest level where life or death counts. The fact that it can be applied in my work in to give an edge over someone who has not benefited from this coaching. The presenter was first class with the right level of humour and bluntness and willing to share experiences that were relevant.”
“Richard’s knowledge, pragmatism and presenting style was frankly fascinating. He held the audience superbly. This is by far the most enjoyable seminar I have attended – brilliant.”
“I liked the simplicity and directness of the delivery. There weren't too many tips to remember, but as he said, you do need to practice them; however, these skills will help not just in business, but also in our personal lives as well...very useful.”

Thank you to everyone who came along, and to our expert – Richard Mullender.

If you didn’t make it this time, don’t miss out again! Register for our next event, Retail in the future, near and far – here.

If you would like to know more about IGD’s wider training offer, please contact us at Whether you need assistance on a specific business challenge or upskilling within functional areas our subject matter experts are here to help you.

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