More Related Content Similar to Negotiation Skills For Executives-Duane Sprague (20) More from Duane "DJ" Sprague (13) Negotiation Skills For Executives-Duane Sprague1. “ First Brain” Preconscious Instinctual Fight or Flight survival responses Emotional Center Cerebral Cortex Advanced, rational and intellectual thought. Memory, language, planning, decision making and creativity. External Stimuli: -Sight - Sound - Touch -Smell -Taste Brain Stem 3. We must be believed in order to have impact. Believability and trust predominantly occurs in the “first brain” 5. “ First Brain” Preconscious Instinctual Fight or Flight survival responses Emotional Center Cerebral Cortex Advanced, rational and intellectual thought. Memory, language, planning, decision making and creativity. External Stimuli: -Sight - Sound - Touch -Smell -Taste Brain Stem 6. The closer these 3 elements are in harmony with each other, the more believable the speaker and the message. 7. “ What you do speaks so loud I can’t hear what you say.” — Ralph Waldo Emerson 8. “ Perception is Reality” People will perceive you the way you present yourself: The way you look The way you talk The way you connect with them 9. Of all the sensory input the brain registers to size someone up, it’s the visual input that makes the greatest impact.