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IMC SD Chapter: Negotiating from the Consultant’s Perspective
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When: Wednesday, October 21st, 2009
Network 7:00 to 7:30 Presentation 7:30 to 9:00 AM
Where: Courtyard Marriott
8651 Spectrum Center Blvd.
San Diego, California  92065

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Negotiating from the Consultant’s Perspective
by Rich Mayhew
Rich Mayhew 

While we all negotiate as part of life, it is not easy to do well.  Many people find the strategies they use leave them dissatisfied, worn out, or alienated.  We face a dilemma.  Negotiate softly, avoiding conflict and making concessions, and we feel exploited.  Negotiate hard, seeing the process as a battle of wills while holding on to extreme positions, and we feel exhausted having hurt the relationship with the other party.  Use a strategy between hard and soft and we trade off getting what we want with getting along with others. 

It doesn’t have to be that way.

This presentation will focus on the strategies and techniques needed to apply both hard and soft negotiating tactics.  It will cover a 4 step approach to managing the negotiation process, traps that negotiators fall into, dealing with difficult negotiators and ensuring that you don’t end up with an agreement that is worse than your alternatives.  Throughout the presentation Rich will refer to challenges faced by consultants.

Bring a current or future negotiating situation with you to the meeting.  Rich will be pleased to discuss it with you after the presentation.  

About Rich Mayhew

Rich Mayhew is President of The Mayhew Group which develops high-performance leaders and teams by creating experiences that move them from intention to commitment to results.  

Rich built his leadership experience through ten years as an operating manager in retail and corporate banking where he was responsible for financial control, risk management and relationship banking.  He then spent another ten years leading organizational development and training functions at Bank of America.  During this period he managed the development of matrix and distance leadership skills for international banking offices.  Appointed as Vice President of Human Resource Development in Southern California he was responsible for implementing the retail bank’s transformation to a sales culture.

Rich has combined his experience as a general manager and as an international consultant to develop leadership programs that cross organizational, cultural and geographic boundaries.  He conducted a Strategic Leadership program for Dow Corning that was delivered around the globe for culturally diverse executive groups.  The program won the American Society for Training and Development’s 1999 Excellence in Practice citation.  He has also conducted leadership programs globally for Disney’s Consumer Products Division, TV Animation Division, as well as the ABC TV and Cable Networks Divisions. 
As companies realign globally, he has assisted them in bringing cross-functional and globally diverse teams to high performance such as a culturally diverse group of East Asian managers in a Thailand manufacturing facility.  Apart from longer-term team development projects, Rich conducts team and executive retreats to provide the “quick hits” necessary to create a step change in team performance.
Rich serves as an adjunct faculty member with the Center for Creative Leadership, the largest developer of leadership talent in the US.   He is also adjunct faculty with the corporate education department of the University of California, San Diego where he teaches management development and teambuilding courses for executives.

He has served on the boards of the Professional Coaches and Mentors Association and the Organizational Development Network and has presented at their conferences.  He holds a B.A. in finance and has completed the graduate level Advanced Organizational Development Program at Columbia University.

Rich lives in San Diego, California.  His grown children are embarking on their careers.
He is on the board of directors of the Pat Rincon Dance Collective as well as The Red Lotus Society, an organization dedicated to the advancement of peace through meditation.

Music is his passion.

Cost:  IMC members and Alliance Partners $25, others $35.  Pay by credit card or check at the door.
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