Structural Engineers Association of New York
Ability to Negotiate as a Leader
December 13, 2018
9:30AM - 11:30AM
WSP USA, One Penn Plaza - 250 W 34th St, 2nd Fl
Presented By: Mark D. Grossman
A business leader's ability to negotiate is in many ways the most important skill he or she can have. In this session, negotiator, lawyer, author and frequent speaker on negotiating skills, Mark D. Grossman will give you the benefit of what he learned in his 30 plus years as a negotiator.
Listen better during a negotiation and understand why this is your most important negotiating skill
Use contingency contracts as a lie detector
Use the mere passage of time to your advantage
Get the other side to reveal their unspoken agenda
Use multiple simultaneous package offerings to discover the other side's real agenda
Trade items that are unimportant to you to gain important concessions
Strategically use escalations to gain concessions
Appreciate the significance of this Grossman-ism – “He who drafts sets the agenda”
Use a “lack of authority” strategically
Handle people who use bullying as a negotiating tactic
Use an important takeaway in team negotiating strategy from Marlon Brando in “The Godfather"
Mark D. Grossman
Mark is a professional speaker and since 1995 has spoken at over 400 events around the world. His keynotes on negotiation skills showcase his sophisticated business savvy as a deal maker and highlight his quick-witted style of presenting complex concepts in a way that entertain and inform audiences worldwide. Mark brings the same clarity and humor to speaking that he brought to his weekly “TechLaw” column in the “Miami Herald.”
He is a frequent guest on television and radio, offering his point of view on topical legal issues in today’s news cycle. His appearances have included CNBC, Bloomberg TV, ABC’s “Nightline,” Wall Street Journal Radio and NPR. He has written hundreds of columns for PC World Magazine, the Miami Herald and numerous other publications.
Mark is also an award winning social media and technology lawyer. He has negotiated deals into the hundreds of millions of dollars, including a $200+ million deal with IBM, and deals with some of the best-known brands in the world including General Electric, General Motors, Verizon, IBM, American Express, AT&T, Computer Associates, Computer Sciences, Levi Strauss & Co., Amazon Web Services, HP, Oracle, Fox News, ESPN and many other large privately held businesses and Fortune 500 companies - the list goes on into the hundreds.
He is a professional member of the National Speakers Association, a collective of speaking professionals that includes experts in a variety of industries and disciplines. He has served of the Board of Directors for the New York City chapter.
Mark is a cum laude graduate of Georgetown University Law Center in Washington, D.C.
Advanced registration closes 12:00pm December 12, 2018
Walk-Ins cannot be accommodated
Registration opens at 9:00am. Seminar begins promptly at 9:30am
For SEAoNY members, registration is $15 in advance
For non-members, registration is $20 in advance For student members, registration is FREE
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