Santa Clara University

Effective Negotiations: Pitfalls and Proven Practices

July 8-10, 2008
or September 16-18, 2008
7:30 to 8 a.m. Networking & Breakfast
8 a.m. to 5 p.m. Program
Santa Clara University campus

Program Fee $1,775 (includes continental breakfast, refreshments and materials)

What is the value to you, and your firm, of moving to the next level as a negotiator?

• When was the last time you studied and practiced negotiating?
• How well do you handle price negotiations?
• How much money would a 1% to 2% negotiating edge be worth to you over the next 12 months?

Effective Negotiations gives you a solid understanding of negotiating; a systematic process so you know what to do, how to do it, and why; as well as tools to keep you on track for all future negotiations. Upon completion of the program, attendees will receive a certificate of completion from Santa Clara University.

Program Benefits (more benefits)

• Calculate how greater negotiation knowledge and skills can turn into money for you and your firm, when, and how much
• Learn key truths about negotiating that every seasoned negotiator knows
• Learn the biggest mistake in negotiating and how to avoid it
• Gain insights into what often works, what doesn't work, and why
• Learn the "Paradox of Influence" and how it can set you apart from most negotiators
• Discover the real power of questions and how to use them to give you a competitive edge
• Calculate how greater price negotiation knowledge and skills can turn into significant gains for you and your organization

Program Topics

• Fundamentals of negotiation
• A process framework 
• What to do before, during and after each negotiation
• Team Negotiation

Who Should Attend

Managers and professionals across all industries and functional areas.

Faculty

David R. Palmer 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 a Partner with the Customer Manufacturing Group, a management consulting firm in Santa Clara, California. He holds a degree in Economics and Accounting from Claremont McKenna College, an M.B.A. in Finance and an M.S. in Accounting from the Wharton Graduate School at the University of Pennsylvania, and an M.A. and Ph.D. in Management from the Peter F. Drucker Graduate School of Management at Claremont Graduate University. He taught in the MBA program at Santa Clara University for 15 years.

Listen to an interview with Dr. David R. Palmer

“You have really helped me gain valuable insights into negotiation and influence that will definitely help me in my career and business in the future.”
—Justin Khoo Founder and President Advenix

"I cannot think of a better way my company could spend their money on me! A GREAT investment that I am now wanting to implement – tomorrow!"
—Carl Steudle, Sr. Director, Ingram Micro Inc.