Advanced Negotiations Seminar

Date	Start	End	Location		Event Registration
13 May 2010	07:30 AM	5:00 PM	CH2M Hill 2020 SW Fourth Ave @ Lincoln Street, Suite 300 Portland, OR		Registration has ended.

Advanced Negotiations

Gary Hopper, C.P.M., MBA, Total Cost Solutions

7:30-8:00 am Registration/8:00 am-5:00 pm Seminar (with 1-hour lunch)
Continuing Education Hours: 8

Registration Deadline: Register by April 29, 2010 to ensure your spot. Registrations after this date will be on a space available basis. If sufficient registrations are not received by this date, the seminar will be canceled.

Objectives:

Identify advanced skills and tactics for pressure-filled negotiations
Learn how-to turn your opponent into your partner
Experience joint problem solving
Prepare a bullet-proof BATNA

Areas of Focus Will Include:

Assess Individual Skills
Principled Negotiations
- Getting to Yes
  - Interests versus Positions
  - Win-Win
  - Expanding the Pie
- Getting Past No
  - Confrontation to Cooperation
  - Reframe
  - Step to Their Side
  - Exposing Tactics
Communication
- Effective Communication
- Attributes & Styles
- Barriers
- Discovery
- Non Verbal
Pre-Negotiation Preparation
Powerful BATNA & SMART Goals
- Best Alternative To A Negotiated Agreement
- Specific, Measurable, Attainable Realistic, Time Bound
Participate in Individual and Team Negotiations
Post-Negotiation Process
Secrets & Tips

Speaker: Gary L. Hopper, C.P.M., MBA

Gary has 25+ years of procurement and contract negotiation experience. He has worked in both public and private sectors. He is well versed on the Unformed Commercial Code and familiar with federal and state acquisition requirements. He has held leadership and senior manager positions for his former employers which include: Litton Industries, Intel Corporation, The Walt Disney Company and University of California, Santa Cruz.

Gary earned his B.A. Degree in Economics from San Jose State University and his MBA from Golden Gate University (emphasis in Procurement and Contracts Management). Throughout his career Gary has served on various ISM (Institute of Supply Management) affiliate boards to include Silicon Valley, Los Angeles, Sacramento and Portland. Current certifications include C.P.M. (Certified Purchasing Manager) and OPBC (Oregon Procurement Basic Certification).

Total Cost Solutions was created in 2004 and has served a myriad of clients from defense industry contractors to health care service providers. Gary has facilitated hundreds of negotiations and procurement related workshops for his clients and provided best-practice solutions for their business needs. For further information of upcoming workshops and consulting services, please go to: www.totalcostsol.com

Fees: $395 Member / $495 Non Member

Save an additional $25 per person when registering 3 or more people from the same company at the same time.

Cancellations received more than 5 business days prior to event date are refunded full fee minus $50 administrative fee. Cancellations received 5 business days or less prior to event date will receive 50% refund. No refunds for no shows and same day cancellations. Sorry, no exceptions.