Strategic Negotiations - Yours and Theirs
March 18, 2010
9a.m. - Noon
Program fee: $145
Santa Clara University campus
Online registration for this event.
You know what you want as a result of an upcoming negotiation. But have you strategically thought through the various alternatives you would be willing to accept? And just how much do you truly know about the other side and the alternatives they might be willing to accept? Usually, when you compare what you know you want in a negotiation with what you suspect the other side wants, the latter comes up short. Why? Because you haven't done enough, detailed research on what's in the deal for them before you sit down.
In this program you will learn how to:
- Approach negotiations strategically
- Determine what you want from a negotiation
- Identify what the other side wants from a negotiation
This program will demonstrate that what you don't know will hurt you...and how to prevent it.
Who should attend?
Managers and professionals across all industries and functional areas.
Faculty
David R. Palmer, Ph.D., is an experienced management consultant, executive, educator, and professional speaker. His expertise is based on over twenty-five years of work in industrial and professional service settings in firms of all sizes. He is the Founder and President of the Institute for Marketing and Innovation, Inc. a management consulting firm in Santa Clara, California. He holds a Ph.D. and an M.A. in Management from the Peter F. Drucker Graduate School of Management at Claremont Graduate University as well as an M.B.A. in Finance and an M.S. in Accounting from the Wharton Graduate School at the University of Pennsylvania, and a degree in Economics and Accounting from Claremont McKenna College. He has taught in the MBA program at Santa Clara University for 18 years.
Cancellation policy and refunds:
Cancellations made more than one week prior to a program will incur a $25 processing fee. For cancellations that occur less than one week prior to a program, no refund will be given. If a participant is a no-show for a program, no refund will be given. A full refund will be given in the event the program is canceled.
Substitutions:
Participant substitutions are allowed for all programs. The substitute information must be sent by email - scuedc@scu.edu or call 408-554-4521 with the substitute information: name, job title, email address, and phone number no later than 4 p.m. the day before the program begins. If you are unable to attend and cannot send a substitute, we offer a one time credit to attend another half day program.
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