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Street-Smart ® Negotiating
for the Technical Professional
Technical professionals are confronted constantly with the
need to negotiate well. Client requests for additional features and
work outside the scope of current assignments, pressures to change
schedules unreasonably, even a need to convince a customer of the
wisdom of a particular course of action - all are calls to negotiate.
Failure to negotiate well creates vast frustration for the technical
professional, short changes the client, and can result in many
dollars of lost revenue for the company.
This course will provide
the technical professional with understandings and techniques
to negotiate effectively on a business and personal
level. It will address special problems in negotiating for
the technical professional, and will focus emphasis in the following
areas:
- Negotiating in existing on-going relationships
- Negotiating
when the gap between parties is great and there seems little
hope
- Negotiating in highly sensitive situations
At the outset of his
or her career, the technical professional is led to believe that
career path and success will depend strictly
on intelligence, brightness, and their ability to perform tasks
efficiently and flawlessly.
At a point in the career of a technical
professional - the rules change. It's no longer enough to just
be good at what you do.
As they move from technician to management, they're expected
to have "Judgment" and
influencing ability, and problem solving expertise in the people
arena. The ability to negotiate well becomes paramount in determining
their effectiveness.
Designed with the technical professional
in mind, this program allows a client to select from 28 modules
dealing with negotiation. Depending on the length of the program,
they may select 10, or 15 or all, but always those that relate
to their particular
situation.
The program has an excellent track record in
relating concepts, as well as the nuts and bolts of negotiation
in a manner
that is embraced by the technical mind.
View an actual case study.
Bob Gibson is a negotiation strategist and the president
of San Francisco-based Negotiation Resources
He may be reached at 415-380-0910.
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