Agribusiness Summit- Allan Parker
Whether it’s with a family member discussing succession at the kitchen table or with a toddler at bed time - negotiation is a part of everyday life.
Therefore, it pays to know how to negotiate effectively – something Allan Parker, OAM, has dedicated his life to.
Mr Parker is an internationally renowned negotiator and behavioural scientist, with experience working with the likes of Microsoft, AMP and the United Nations.
Mr Parker was keynote speaker at the Macintyre Ag Alliance’s 2023 Ag Summit in Goondiwindi where he taught attendees how our body’s chemistry is directly related to our behaviour.
“Our bodies produce many important chemicals.
“Cortisol is the primary stress hormone and the more stressed you are the less your frontal lobe works and it’s the only part of brain that can make complex important decisions.”
“If we are stressed there’s no no receptors to receive information.”
Mr Parker said understanding when these chemicals are active and managing them is essential to effective communication.
“Oxygen is the primary chemical you need to think well.
“Take a breath, because oxygen to the brain will increase the thinking and help us remain composed.”
Mr Parker said the greatest mistake he sees in negotiation is people not listening.
“We jump from the problem to the solution.
“Allow people the space to express what they need to express – don’t take responsibility for it.
“Next time someone comes to you with a problem, listen, acknowledge, repeat the problem back to them and ask what do you need to happen instead?”
Mr Parker also echoed the importance of body language in diffusing hostile situations.
“By simply taking a step to our left or right we can move the eye, which will trigger the use of a different part of the other person’s brain.
“We can switch off their amygalda, the region of the brain that activates the stress response.”
This event was proudly supported by ARTC Inland Rail, B&W Rural, Growth Agriculture, NAB, Southern Queensland Landscapes, Highways and Byways, ANZ, and received funding from the Australian Government National Landcare Program.
