Paradigms is pleased to organize
this exciting new workshop
sponsored by the Association of
Strategic Alliance Professionals
and led by Janet Martinez of
Stanford University. It is
available to all alliance,
business development and other
professionals in a series of
classroom offerings in Silicon
Valley and to corporations
worldwide wishing to bring
customized workshops in house.
While there are many workshops on
negotiation practices, this is
the only workshop tailored
specifically for technology
executives working in an alliance
life cycle context.
The initial offering was enthusiastically received and we will present follow on workshops.
It is a available on a periodic basis. Look here for a schedule or contact us about
a customized in house workshop.
Negotiation Skills for Alliance Professionals
Harvard Business School 3D Negotiation
Hear the Lecture ~ Practice the Simulation ~ Take Home the Book
This half day workshop taught by the Director of the Stanford University Gould Negotiation and
Mediation Program using the latest Harvard Business School theory and practices will enhance
your ability to negotiate every day with your current and prospective alliances.
Negotiation Skills for Alliance Professionals
Thursday, November 15, 2007
8:30 am – 12:30 pm
3000 Hanover Street, Building 20 - Casablanca Room
Palo Alto, CA
Sponsored by HP
All attendees must pre-register;
walk-ins will not be accommodated at this event.
A great introduction to 3D Negotiation, the state of the art negotiation theory and practice from the Harvard Business School, and taught by a leading negotiation professional – the Director of the
Gould Negotiation and Mediation Program at Stanford University. This workshop will help you take
your negotiation skills to the next level and will provide you with the strategies and tools you need
to increase your effectiveness as an Alliance Manager and business professional.
In this instruction and simulation based session, we will cover key aspects of negotiation theory
that you will apply with hands-on training, using scenarios that are based on real-life alliance
situations; in this session you will learn by doing.
You'll leave this session with a copy of the text, 3D Negotiation, and become equipped with new
practical skills that you can use immediately in your role as an alliance professional.
8:30 – 9:30 Overview – 3D Negotiations
In the first portion of the session, the instructor will provide an overview of this unique and effective
approach to negotiations, taking you beyond "eyeball-to-eyeball" at the table negotiation, to a
broader strategic perspective of negotiation dynamics.
9:30 – 11:30 Negotiate Role Play Simulation
Using what you've learned in the first hour, you'll engage in a simulation involving real-life
situations. The instructor will provide guidance as you work through the challenging scenarios.
11:30 – 12:30 The Alliances Context
In the final portion of the session, we will further explore how the concepts and tools introduced,
can be specifically adapted to Alliances Management as it is practiced today.
Who should attend:
Alliance managers and any executives involved with negotiations who wish to:
- Improve their personal and company success in winning negotiations – whether the big deal
, or the day to day
- Sharpen their negotiation skills and competencies in our role playing sessions and
- Update their skills with the latest in state-of-the-art theory and practice
- You will learn powerful techniques based the concept of 3D Negotiations from the Harvard
- Practice with a live role modeling based negotiation session
- Learn applicability to alliance life cycle
- 3D Negotiation, Harvard Business School Press. With this state-of-the- art book you will
gain even more depth on the theory and practice you will learn in the workshop.
- A reading list of other helpful information.
- PowerPoint slides from the presentation.
- Life like negotiating and alliance scenarios.
Janet Martinez is a seasoned negotiator who is currently a senior lecturer at Stanford Law School
and Director of the Gould Negotiation and Mediation Program at Stanford University. Jan was
senior counsel at McKesson Corporation for 13 years and has negotiated international trade policy
at the Consensus Building Institute. With academic credentials from Harvard, MIT, and
Washington State University, Janet is a master at applying negotiation theory to real-world
situations and has been teaching negotiation skills to successful professionals for many years.
For online registration, go to:
Class size is limited to ensure high degree of interaction and personal coaching.
We are offering this class at an introductory price of $149 (members) and $199 (non-members).
Please sign up now. No walk-ins allowed for this special workshop. You can cancel at no charge
through November 8th.
All attendees must pre-register; walk-ins will not be accommodated at this event.