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Practical Negotiating Skills for Getting Results

Influencing and Negotiation Skills for Professional Effectiveness

By Kimberly Wiefling, Founder and Principal of Wiefling Consulting www.wieifling.com

Kimberly’s specialty is to enable effective leadership and program management strategies that are proven to increase productivity, deliver as much as 30% greater profitability, increase customer delight, and dramatically improve the quality of life for both leaders and their people.

Her client list spans from Symantec to Intuit, to HP, Agilent Technologies and many more.

In their book, "Getting to Yes,” Roger Fisher and William Ury of the Harvard Business School Negotiation Project describe negotiation as nothing more than "communicating back and forth for the purpose of reaching a shared decision." Without communication, there is no negotiation.”

The result of a successful negotiation is a wise outcome arrived at efficiently and amicably. 

Workshop Agenda
8:30am to 9:00 am
Breakfast and Introductions by Cristina Gomez Founder of Advantage Personnel, Inc.
9:00 to 10:30am
“Practical Negotiating Skills for Getting Results”

Highlights of the 4 skills of highly effective negotiators:

  • Separate the People from the Problem
  • Focus on Interests not Positions
  • Generate Options for Mutual Gain before Choosing
  • Choose Based on Objective Criteria

Three major mistakes people make in generating options.

  • Searching for a single best solution
  • Assuming a fixed pie
  • Thinking that solving the other person's problem is THEIR problem
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