ISM-Houston Seminar: TAKING CHARGE! - Negotiating the Deal You Want Every Time
This program picks up where the Harvard University program Negotiating to Yes (From the book: Getting To Yes) leaves off. Instead of a set of principles, Taking Charge! is built around Ross Reck’s four-step PRAM Model, which is the only model in existence that accurately depicts the entire negotiation process. PRAM is an acronym for the four steps of the model, which are: Plans, Relationships, Agreements, and Maintenance.
Seminar on TAKING CHARGE! - Negotiating the Deal You Want Every Time; 8 CEHs (Continuing Education Hours) Awarded
January 9, 2019 @ 8:00 am – 4:30 pm
4335 Directors Row
Houston, TX 77092
Ross is an author, consultant, and speaker in the areas of negotiation, sales and employee engagement. He is the author of Turning Your Customers into Long-Term Friends, 100% Employee Engagement - Guaranteed!, The X-Factor and his very popular newsletter: Ross Reck’s Weekly Reminder. He is also coauthor of Instant Turnaround!, REVVED! and the best selling The Win-Win Negotiator.
A compelling and dynamic speaker, Ross has been featured at hundreds of meetings, conferences, and conventions throughout the United States, Canada, Latin America, Europe, and Asia. His consulting clients include Hewlett-Packard, John Deere, American Express, Janssen-Ortho, Inc., Shire Pharmaceuticals, Philip Morris International, the Chicago Cubs, Rolls-Royce, and Xerox.
Ross received his Ph.D. from Michigan State University in 1977. From 1975 to 1985 he served a Professor of Management at Arizona State University. During his career at ASU, he was the only two-time recipient of the prestigious “Teaching Excellence in Continuing Education” award and was identified by the university as an “Outstanding Teacher.” Since 1985 he has dedicated his full-time efforts to improving the way that the world conducts business.
This program picks up where the Harvard University program Negotiating to Yes (From the book: Getting To Yes) leaves off. Instead of a set of principles, Taking Charge! is built around Ross Reck’s four-step PRAM Model, which is the only model in existence that accurately depicts the entire negotiation process. PRAM is an acronym for the four steps of the model, which are: Plans, Relationships, Agreements, and Maintenance. During this program, Ross will show participants how to routinely achieve spectacular results in their negotiations with customers, suppliers, labor unions and employees. Below are some examples of what Ross Reck’s negotiation program can do for you and your organization:
Cyprus-Bagdad Copper Company was closed because of depressed copper prices. The employees who were laid off and the company’s management were certain that the mine would never open again. Ross showed the members of the supply management department how to use his PRAM Model to negotiate significant cost reductions with suppliers which resulted in the mine re-opening in less than two months.
The Construction Machinery Division of John Deere was struggling and had never turned a profit during the first 23 years of its existence because its major competitor owned the market. Several key people from the marketing department attended Ross Reck’s Taking Charge! negotiation program and, that very same year, the division turned its first profit and it has been profitable ever since. Continuing to use the PRAM Model, John Deere has taken a large amount of market share away from its major competitor.
Using the PRAM Model, a fifteen-year labor contract was negotiated between Magma Copper Company and the United Steel Workers Union that brought about annual double-digit productivity gains for Magma and $5,000 annual productivity bonuses for the hourly wage employees. This story made the front page of The Wall Street Journal.
Participants who complete this program will be able to:
-Develop plans to achieve spectacular results
-Build relationships that lead to “yes”
-Negotiate agreements that make both parties better off
-Get others excited about telling them “yes” over and over again
-Achieve a more rewarding and fulfilling personal life
Matthew A Bradshaw, C.P.M.