Scott Wayne is a speaker, negotiator, and moderator. He’s co-founder of Envoy - a negotiation and market influence firm that works on a small portfolio of discrete initiatives to deliver outcomes that mutually benefit business, environment, and society.
A former British diplomat, Scott has spent his career investigating opportunities, building partnerships, and negotiating outcomes in both the private and public sector. He holds degrees in International Relations from the London School of Economics and Georgetown University's School of Foreign Service.
Scott has founded and built a collection of award-winning businesses that apply negotiation techniques to help clients understand their organizations and their markets, in order to innovate and grow.
He regularly speaks at international conferences as well as executive retreats for global companies. He has moderated summits on behalf of government agencies, international organizations, Central Bank presidents, and Supreme Court justices.
Scott is the author of The Cartography of Negotiation, a hands-on guide to negotiating and is in the midst of writing his second book on how to use negotiation techniques for business innovation.
What do the best innovators and negotiators have in common?
They recognize patterns, and breaks in patterns. They evaluate threats and opportunities from multiple perspectives. They observe behaviors rather than survey behaviors. They model choices and build interventions to redirect those choices.
In this talk, Scott distinguishes between product innovation (the creation of new products) and market innovation (the creation of new markets) and the role that negotiation techniques play in each.
He guides the audience through common negotiation tools and how they can be deployed to generate new insights and concepts, pitch executives and investors, and win new clients and customers.
Structure: 45-minute talk + Questions
Outcome: New understanding of the interplay between innovation and negotiation.
For those whose 2016 strategic plan allocated resources needed for a Trump Administration, British withdrawal from the European Union, and Russian-sponsored cyber attacks, you don't need to hear this talk. For the rest of us without a crystal ball, perhaps it’s time to examine the lessons we learned in business school and ask what's relevant and what's not.
We step through the Negotiator's Guide to Strategy - how to set a relevant outcome goal with the necessary agility to flex tactics as we confront ambiguous markets, unpredictable politics, and unexpected technology jumps. An uncomfortable look at how "certainty" can dig holes and tips for navigating the ambiguous era we're operating in.
Structure: 45-minute talk
Outcome: An additional approach to strategy development that leaves room for unpredictable social and economic shifts.
As psychologists have taught us with the use of optical illusions, two people can interpret the same image differently depending on where they sit. The same goes for forming opinions on the same issue – we have all biases that influence how we interpret various pieces of information. How we see a set of facts determines what we glean from those facts.
While there aren't "Alt-Facts" there are "Alt-Perspectives.” In 45-minutes we walk through the science of biases and how we naturally see what we seek. We identify the risk in our declining ability to empathize with those who don't share our views and breakdown the risks of the digital stacks and bubbles we increasingly live in.
From there, we flip to solutions and work through a series of practices to develop our empathetic talents and techniques to see problems, issues, and people, from multiple perspectives.
Structure: 45-minute talk + interactive session
Outcome: An understanding of the dangers of fixed perspectives and the po
Using effective (and disastrous) examples of how environments have transformed outcomes, Scott will breakdown the elements that one should consider for selecting the backdrop for tough conversations.
He then dispels the myths of "body language" and migrates to proxemics - the study of how space affects behavior, communication, and social interactions - to illustrate that the way we sit, stand, and look during tough communication and negotiation settings can transform decisions and outcomes.
Structure: 45-minute talk, interactive session + Questions
Outcome: A deeper understanding of the role of environment and unspoken communication techniques to be more influential.
There are three key concepts that transform any negotiation.
In this talk, Scott spends 10 minutes on each, citing examples from neuro-economic literature and current event case studies. Whatever issues are in the news that week, he'll illustrate how and where the three keys are at play.
Then he switches to a 30-minute interactive exercise where together the audience works through relevant case studies, practicing the application of three keys.
Structure: 30-minute talk, 30-minute exercise + questions
Outcome: Applied understanding of critical negotiation concepts. Insights into current business issues.