Principled Negotiation
I.D. # C1602 Duration 1 Day

This highly interactive workshop focuses training on negotiation strategy and skills. This is not the manipulative, win-lose negotiation approach frequently taught today, where the winner eventually spends time and effort protecting his negotiated advantage against erosion, while the loser continually exploits loopholes and shortcuts to recover lost ground. Traditional negotiation is a wary dance based on mistrust, the true cost of which is lost in quality and brain fatigue - usually for someone other than the negotiator - over the life of the agreement.

Successful negotiations occur when all parties want the agreement to stay in force and when everyone has a vested interest in making things work. There is no desire to find loopholes or shortcuts, there is little time given to supervising the agreement, and both product and relationship quality is enhanced. When the Principled Negotiation guidelines are followed, negotiated outcomes simply cost less.

Learning Objectives
By attending this seminar, you will be able to:

  • Assess your current approach to negotiation
  • Utilize a principled approach when preparing for negotiations
  • Practice principled negotiation techniques
  • Develop a personal action plan for change

Who Should Attend
This course is particularly useful for front-line employees in manufacturing, design, and customer liaison - those who manage daily human interactions with both suppliers and customers. It also easily applies to procurement, estimating, sales, testing, and business development.
Seminar Content

  • Principled Negotiation Overview

    • Setting the stage
    • Exploring where we are today

  • Principles, Guidelines, and Techniques
  • Negotiation: Operational Definition
  • Three General Negotiation Approaches - Soft, Hard, Win-Win
  • Personal Goals and Expectations
  • Paradigm Stretcher
  • Key Elements of Principled Negotiation

    • Interests
    • Options
    • Standards
    • People
    • Alternatives

  • Emotional Intelligence (E.I.) - the Pre-requisite 21st Century Leadership Skill Set for Principled Negotiation
  • Explore Practical Ways to Enhance the E.I. Skills You Will Need

    • Self- Regulation
    • Self-Motivation
    • Empathy
    • Social skill

  • Positional Bargaining vs. Principled Negotiation

    • Using role play scenarios to assess and select strategies for each key element that fits your particular situation

  • Action Planning - Using a Proven 10 Step Approach

    • Putting it to work for you
    • What do you want to do better, stop doing or do differently?

Instructor(s): Eric Timmis and Stacy Marable, Jr.

Eric Timmis

Eric Timmis
Eric Timmis is the owner of, a training and consulting company dedicated to business process improvement, focusing on value and quality management implementation, program/project management training, and the integration of strategic partnership relationships between departments and organizations. 

Mr. Timmis has over thirty years of diversified experience across several industries, which includes the delivery of value engineering facilitation services to Ford Motor Co. and its supplier community and training for Eaton Corporation's Product Development Group. He is also a recognized speaker at various national conferences. Eric received a B.Sc. in Civil Engineering from the University of Birmingham in England and is a member of the Institution of Civil Engineers.

Stacy Marable, Jr.

As an experienced automotive quality engineer with a background in R&D and production quality management, Stacy has years of experience as a manager, leader, trainer and speaker. Currently employed by Honda Manufacturing of Alabama as a quality manager in the vehicle department, his position requires the facilitation of communication across several production departments to understand and to mitigate quality problems. Additionally, in this role he utilizes critical managerial skills to work with diverse engineering teams. Selected as a participant for the North American Honda IYF (Ignite your Future) Management program in 2014, Mr. Marable also leads complex engineering analysis teams. A graduate of Auburn University with a mechanical engineering degree, Mr. Marable enjoys spending time with family and friends as well as other activities such as the outdoors, strength training and reading.

Fees: $599 SAE Members: $539


CEU .7