STAREAST 2023 Keynote : Don’t Be a Chump: Counters to Seven Common Negotiating Gambits

Conference archive


Thursday, May 4, 2023 - 4:15pm to 5:15pm

Don’t Be a Chump: Counters to Seven Common Negotiating Gambits

The movie “Rounders” has a scene at a poker table where the narrator says, “If you can't spot the sucker in the first half hour at the table, then you are the sucker.” If you find yourself negotiating with professionals and you have no formal training in negotiation, you are probably the sucker. Have you ever gone to buy a new car, agreed upon a firm price with the salesman, then found yourself paying hundreds or thousands more after he brought his manager in to “finalize the deal”? How did they do that? Car salesmen and their managers are professional negotiators. In this keynote, Payson will present tips to counter or defuse common negotiating tactics most of us will recognize from our own experience. Since many of us have limited formal training in negotiation, come and learn insightful, helpful, and immediately applicable techniques that can be applied in your daily personal or professional life. You will learn seven common negotiating gambits that skilled negotiators employ to gain an edge, then Payson will share the countermeasures to neutralize these so you can level the playing field and have a better chance of getting a fair deal.

Payson Hall
Catalysis Group, Inc.

Payson Hall is a former U.S. Army Ranger and consulting project manager for Catalysis Group, Inc. in Sacramento. Formally trained as a software engineer, Payson’s early career included software development, hardware/software system integration, and Independent Verification & Validation. As his career progressed, his role shifted to include increasing project management responsibilities, with a focus on technology projects. Today Payson coaches project managers, teaches project management skills, consults, and performs project reviews in a variety of fields, including transportation, communication, software development, education, financial services, and healthcare. Payson has consulted on projects in both the public and private sectors throughout North America and Europe during his 40-year career. He has published over 250 project management articles, developed numerous project management and problem-solving classes, written a book on project sponsorship, and is a speaker who specializes in demystifying project management topics and communicating important ideas while entertaining audiences.