Observations on Negotiations: Getting what you Deserve

press release: Scott Dicks, founder and managing partner of the Selling Forensics Group, is a veteran of hundreds of negotiations during his 43-year career. Scott will share his observations on the negotiation process including topics like:

• Negotiation Concepts

• Acquiring and Losing Power

• Leveraging Negotiation Capital

• Ploys, Tactics and Counter Moves

• Demand and Concession Techniques

• Negotiation Planning

The discussion will be applicable to business transactions, as well as selling your ideas to others as you move through your career. Handouts will be provided.

Price - $10 members/$15 non-members

Scott Dicks is the founder and managing partner of the Selling Forensics Group. He has over 43 years of experience in sales, marketing and general management. He is a thought leader on the transformation of sales organizations from transactional product selling to business based consultative selling.

During his career in high technology, he was a leader in creating and quantifying value for customers and teaching sales professionals to “up-scale” conversations with clients. One senior sales VP called this "the processes of going from the customer hearing ‘Blah, Blah, Blah’ to saying ‘Aha!’”.

Scott is a frequent speaker on topics such as strategic sales and account planning, opportunity assessment and management, negotiation skills, teamwork, selling to senior management, breaking into new accounts, and both value, and relationship based selling.

During his career with information technology and professional services companies, he has led negotiations on both sides of the table (buyer and seller) and between global companies and startup concerns.