Artful Negotiating Workshop

From the desk of Carol L. Remz, Ph.D.

Artful Negotiating

Turning Adversity To Advantage For Yourself And Others

You will Receive

one-day, skills training a reference book PC software coaching and feedback for one year

Learn a system for negotiating that goes beyond the tactics, strategies, and skills that are commonly practiced today. Artful Negotiating shows you how to harness the power of an inexhaustible inner resource - your integrity. Artful Negotiating was developed by Julian Gresser - renown international attorney, negotiator, author, Japanese specialist, and teacher.

Let me tell you how this remarkable gift of knowledge and wisdom came to be.

In the early 1980s, Julian Gresser moved to Tokyo to open a law firm. In one business deal after another, he observed how Americans and Europeans who sought win-win solutions were outmaneuvered, taken advantage of, and ultimately defeated by their Japanese counterparts. He decided to find out why.

He discovered that Western academic models of negotiation, which were developed primarily by law professors interested in settling conflict, were too concerned with reaching a static agreement, and relied too heavily on compromise. In contrast, the Japanese players viewed negotiation as a continuing and unending navigational process¾ there is always another river to ford or a new mountain to climb; in business, one is never out of the game. And the ancestry for the game’s moves and counter-moves was the strategies and tactics of samurai warriors. Disabling opponents’ integrity¾ the capacity of every human being to be connected, coherent, whole, and adaptively vital¾ had proved effective in the twelfth century and was still highly effective seven hundred years later!

Julian began to devise ways in the negotiation process for his clients to protect and strengthen their integrity. He encouraged them to focus their energy on what they could actually manage¾ their own fears, attitudes, and actions¾ and use even casual situations as an opportunity for practice. There was a dramatic turnaround. His clients began scoring wins, often in what appeared to be hopeless cases, and the results spilled over into their personal lives.

In 1991, after several years of testing, Julian began offering public and in-house training programs in the U.S., Europe, and Japan. In 1995, he wrote his book, Piloting Through Chaos: Wise Leadership · Effective Negotiation for the 21^st Century. That same year, in collaboration with Tod Brannan, a gifted software engineer and interface design expert, he developed the companion software program, The Artful Navigator^TM.

Artful Negotiating

Turning Adversity To Advantage For Yourself And Others

"In ancient China, when the dikes gave way and the floods came and the barbarian hordes poured over the mountains from the west¾ signifying to the Ruler and the people that the Mandate of Heaven had been lost¾ only human virtue (te) or integrity, the Chinese sages believed, could reverse the challenges of nature." Julian Gresser

At its heart, this one-day workshop is about building and strengthening integrity¾ your capacity to be connected, coherent, whole, and adaptively vital. But to know your integrity, you must be able to live it. For knowledge only has value if it can be used. So, like a martial artist, you learn a core set of values and principles; the negotiation moves you practice put that conceptual understanding into action. The more your skill develops, the more agile you become. Your goal, whatever the negotiation, and especially in difficult ones, is instantly to assess:

• Where you are
• Where you want to be
• How to get there
• What is the next best move
• How the character of others can fortify or impair your integrity
• How to deal with players who are driven by greed, vanity, and revenge
• How to correct errors
• How to repeat successes
• How to adjust to change

You cannot become a black belt in one day. And even if you could achieve substantial skill in a short amount of time, you still have the problem of overcoming fall off¾ the natural tendency of new skills to lapse in time without focused support and feedback. That’s why this workshop extends your learning and coaching by including:

• A copy of the book, Piloting Through Chaos: Wise Leadership · Effective Negotiation for the 21^st Century, which serves as a basic reference.

• The Artful Navigator¾ the Windows-based PC program that guides you step-by-step through each phase of a negotiation. It first helps you build missions for what you want (in the four quadrants of your life: professional, personal, physical, and spiritual); set budgets (not only for time, money, and effort, but also creativity¾ your most precious resource), and plan strategies and tactics. It then tracks your progress as you record decisions and discoveries. Most importantly, the program gives you a practical way to assess your strengths and weaknesses.

• A membership in The Logos Network¾ an Internet community of other players from around the world. Together, you share problems and solutions, trade insights, continue your training, and explore business opportunities. Membership also has a public purpose. As you begin to score wins, you celebrate them by helping others who may be in need or less fortunate. As Julian writes in his book, "…connections are made and countless selfless actions taken, quietly and unobtrusively,…" The Internet lets us create an alliance of good on a global scale.

More about Julian Gresser

He’s an international attorney, negotiator, consultant, and teacher. His undergraduate and masters degrees are from Harvard and his law degree is from Berkeley. He was twice Visiting Mitsubishi Professor at the Harvard Law School and has been a Visiting Professor at MIT, where he taught seminars on technology, economics, and law. 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 Peoples’ Republic of China, the European Commission, as well as hundreds of U.S., European, and Japanese companies.

Participants in Julian’s workshops have come from a wide range of companies, industries, and governments. These include: Intel, DEC, NEC, Sun Microsystems, Bank of California, Nissan, Boeing, AT&T, Northern Telecom, Westinghouse Nuclear, LSI Logic, Amgen, Arthur Andersen, Union Carbide, Upjohn, Dole, General Electric, Chevron, John Alden Life Insurance, Corning, American Express, TRW, Hallmark, Japan Capital Markets Group, Ericcson, Federal Express, Saab, Bridgestone, Hong Kong Government, U.S. Department of Justice, U.S. Postal Service.

Artful Negotiating is endorsed by:

Oregon Graduate Institute of Science and Technology

Center For Dispute Resolution, London, England

Some accolades

"The market is flooded with books and tapes about negotiating…but no one, until now, offers insight into the underlying essence of our interpersonal abilities. This fresh approach, if followed, can be transforming for us as individuals, and as a nation."

¾ Claudine Schneider, Former U.S. Congresswoman

"Julian is 100% invested in teaching; an active listener; dedicated to ensuring that the class learns; he’s high energy and empathetic. What would my comments be to future participants? Exciting; out-of-the-box; has life application; fundamental to all relationships."

¾ Bobbie Busha, Manager, BellSouth

"There is widespread agreement that leadership at any level and in any arena requires integrity in the person, the practice, and the profession. It is also clear that this is no easy, simple task, nor can it remain at the mercy of luck, sentimental or institutional formation. Julian Gresser¾ lawyer, scholar, martial artist, and streets-smart practitioner¾ now makes available the teaching and achievement of integrity in its integral form. As a foundation president, former commissioner, ambassador, and university president, I have had occasion to enlist Julian’s remarkable system and energies. He/it is a godsend for our troubled times and leaders."

¾ Dr. Glen A. Olds, Chair of the World Federalist Association;
Co-Chair-Society for Values in Higher Education;
Senior Scholar-Center for Ethics & Leadership;
Adjunct Professor of Philosophy, Portland State University

"So many of the software programs I employ on a daily basis perform their functions adequately, however, they’re boring and uninspiring. It feels like a major chore to use them. The Artful Navigator, although serious in its intent, is a lighthearted and whimsical program. I feel so much like I’m playing a game that I hardly notice how much insight and wisdom I gain each time I use it."

¾ Maggie Duval, Independent Computer Consultant

"All of Alpine’s portfolio CEO’s, General Partners and staff, have undergone training¾ with dramatic and measurable results. One portfolio company had been mired in negotiations with a foreign company for over a year. In one day’s training, they put together a new plan and team, and three months later closed an OEM agreement worth millions."

¾ Dr. Chuck K. Chan, General Partner, Alpine Technology Ventures

"Julian Gresser is one of those rarest of teachers. He embodies the wisdom that he shares. His pioneering work in negotiation is a quantum leap in human understanding and will move people to their highest level of truth and accomplishment. The value is incalculable not only to individuals but to our society."

¾ Michael Fitzgerald, Former Director, Washington State Department of Trade & Economic Development

In closing, let me tell you about my background.

My undergraduate and masters degrees are from Cornell University and my Ph.D. in Educational Technology is from Catholic University. For almost thirty years, as an instructional designer, trainer, and organization development consultant, I have been mapping the knowledge of exemplary performers so others can follow the same successful route to accomplishment.

Julian Gresser came into my life with well-traveled and very, very special Knowledgemapsâ . And as I hope you can tell by now, Artful Negotiating: Turning Adversity To Advantage For Yourself And Others, will do for you exactly what its title promises.

Enroll today!

Carol L. Remz, Ph.D.

GuideWare, Inc.

P.S.

For registration information please click registration form. If you have any questions or want to talk, please feel free to call at (206) 726-2996. My email address is: remz@brigadoon.com.

If none of the public workshop dates work for you, we can arrange for small group or individual instruction. We can also bring Artful Negotiating to your site and certify your trainers.

Ó 1997 GuideWare, Inc. All rights reserved.
Windows is a registered trademark of Microsoft Corporation. Knowledgemaps is a registered trademark of GuideWare, Inc.

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