The Art of Negotiation for Project Managers

Many project managers are under great stress because they (incorrectly) believe they have little power in situations involving heavy responsibility. Why is power largely a matter of perception? Where are the leverage points? Why do project managers fail to recognize them? Worse, why do project managers fail to take advantage of leverage points? If a supplier or other critical party proves unreliable -- or changes the rules without notice -- what skills do you possess to recognize this behavior in advance? How can you obtain a "buy-in" from your team members and management to ensure that proper resources are assigned to a project?

The core of the Workshop will be on learning 10 critical moves and behavioral skills set forth in a one-page Action Log(tm). Negotiation skills are like athletic skills: you don't think them, you do them. Muscle memory is essential. In this workshop, you will learn:

• How to define clearly what you really want (a non-trivial skill)
• How to build a valid negotiating mission
• How to deal with pain without falling into need
• How to use your own pain to discover your power
• How to see quickly into the character of your opponents
• How to manage difficult situations through controlling the agenda
• When to present and when not to present.
• How to adjust to change
• How to correct errors
• How to repeat successes
• What moves to make next

You will learn by practice through one-on-one sparring, team negotiations, and numerous exercises and case examples. We cannot make you a black-belt negotiator in two days, but you will leave the program with an enormously useful system which you can immediately apply.

What You Will Receive

• A copy of Piloting Through Chaos: Wise Leadership * Effective Negotiation for the 21st Century.
• The Artful Navigator^(tm), Version 1.1, "The Virtual Executive Coach," a Windows based software program for the continual training and improvement of your negotiation and navigation skills.
• A Special Membership in LogosNet^(tm) (a unique Meeting/Training Hall on the Internet) including the International Negotiators' Alliance, the Environmental Leaders' Forum, and The Five Rings Roundtable.

Who Should Attend?

CEOs * Presidents and Vice-Presidents * COOs * Managing Directors * General Managers * Senior Marketing Executives * Senior Sales Executives * General Counsel * Lawyers and Special Counsel * Technical Executives * Consultants * Federal, State and Local Government Officials * Project Managers * Heads of Reengineering Teams * Research & Development Managers

Workshop Details

Because the workshop will be tailored to your individual challenges and concerns, enrollment will be limited to 50 participants. The workshop will be held at the University Club in San Francisco. The price of the full-day workshop is $895.00. Payment must be received on or before registration. For further information call 415-331-7212. Registration: 8:30 a.m. Program: 9:00 a.m.-5:00 p.m.

Workshop Leaders

Julian Gresser is an international attorney, negotiator, consultant, author and inventor who has had an unusually diverse professional career. As a negotiator and consultant, his most dramatic success involved helping a San Francisco-based trading company transform its $8 million after-tax branch into a $1 billion Japanese company in seven years. From 1976-83 Gresser was twice Visiting Mitsubishi Professor at the Harvard Law School and also taught seminars on technology, economics and law as a Visiting Professor at MIT. He has been a consultant to the U.S. State Department, the Prime Minister's Office of Japan, the World Bank, the Republic of Korea, the People's Republic of China and the European Commission, as well as hundreds of U.S., European and Japanese companies. Mr. Gresser is the author of two other books, Environmental Law in Japan (MIT Press, 1981) and Partners in Prosperity: Strategic Industries for the U.S. and Japan (McGraw Hill, 1984), as well as numerous professional articles in English and Japanese on technology, economics, and law. In 1994, Mr. Gresser and Mr. Tod Brannan formed Logos Networks Corporation and devised a way to provide ongoing personalized interactive training through a unique software program, The Artful Navigator^(tm).

Tod Brannan is a computer consultant and software developer specializing in developing graphical applications, programmer development tools, and real-time robotic/process control systems. He has been an instructor of software development and systems programming. He was the chief designer and developer of The Artful Navigator. He began his professional career as a research economist for the Federal Reserve Board where he worked on econometric models for the national economy and the U.S. banking system. Thereafter, he served as a Vice President of Systems Development for the Bank of America in San Francisco.

To ask questions or order products, please contact us by sending E-Mail to Integrity@LogosNet.com