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Negotiation GPS™

Crafting Winning Agreements

2-3 Apr 2020
NBC TOWER | Chicago, IL, United States of America

Why You Should Attend

Negotiation GPS™

If you negotiate with customers, suppliers, alliance partners, or people in your own company, you can benefit from the Negotiation GPS™ workshop.


It’s a given:  excellent negotiation skills are required to craft effective agreements, and then make them work.  Unfortunately, many business people believe that negotiation is something that happens at the end of a transaction, when money, terms, or conditions are being discussed.  But in reality effective negotiation skills are needed across the entire spectrum of the business cycle.  In fact, the agreements you negotiate in the early stages of a transaction are often critical to the successful completion of that transaction.

If you are interested in improving results in both your business and personal lives, you owe it to yourself to build more effective negotiation skills.


Effective Selling or Managing Is Not the Same as Effective Negotiating


A person who is successful at selling is not necessarily good at negotiating.  An otherwise excellent project manager might be a poor negotiator.  Negotiating is a unique skill that overlaps, augments, and transcends the other skills that make you successful in your chosen fields, not matter what your area of specific expertise.  

Research indicates that improving pricing by just 1% can affect your company’s bottom line by as much as 10%.  Saving money on purchases is money that directly affects your company’s profitability.  And few skills translate more directly to the financial success of the enterprise.

Key Topics

  • Elements Every Negotiator must Master to be Successful
  • Foundational Skills to Move your Negotiation to a Successful Close
  • Expanding the Playing Field: Discovering and Leveraging “Hidden Value” that allows you to Craft Mutually Satisfying Agreements
  • Framing the Needed Agreement: How to Help the Other Party see the Negotiation in a Different, or More Favourable Way to Ensure a Better Outcome
  • Staging Concessions: Proven Strategies for Managing the “Give and Take” of the Concession Process, and Maximizing Value Exchanges

  • Why Choose marcus evans?

    marcus evans specialises in the research and development of strategic events for senior business executives. From our international network of 63 offices, marcus evans produces over 1000 event days a year on strategic issues in corporate finance, telecommunications, technology, health, transportation, capital markets, human resources and business improvement.

    Above all, marcus evans provides clients with business information and knowledge which enables them to sustain a valuable competitive advantage and makes a positive contribution to their success.

    Practical Insights From

    Gary Beal
    Negotiator and Consultant
    Over the past 30 years he has trained at dozens of Fortune 500 corporations. He is the senior member of a team that develops innovative negotiation and sales training programs, and has been involved with the design, implementation, and executive-level delivery of many negotiation classes in the areas of sales, global sourcing, M&A, and insurance claims negotiation. In addition, Gary frequently trains other master trainers on how to deliver negotiation training. In the past three years Gary has worked with a wide variety of leading companies, including: Pratt & Whitney, UPS, Sherwin-Williams, Apple Computer, Chevron, Motorola, Cisco,, Colgate-Palmolive, Tektronix, Oracle, Intelsat, RingCentral, Republic Indemnity, Ceridian, and The Hartford. As part of this work he also acts as a negotiation consultant, and has participated in over 300 high-stakes negotiations in the past fifteen years, on deals ranging from $500K to $2B.

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    Voice of Our Customers
    • “I found the workshop engaging and informative. Even as an engineer who doesn’t negotiate commercially, I learned a lot of useful skills.”
    • “Gary was great! Kept a two-day course very interesting.”
    • “An excellent workshop to evaluate my negotiating skills and learn the fundamentals of negotiating, seeing firsthand examples and putting these fundamentals to work.”
    • “I learned a lot of insights that I can easily apply to my current position.”
    • “Very useful. The good dose of “real” practice negotiating helped to identify weaknesses.”
    Join the Discussion

    Event Contact

    For all enquiries regarding speaking, sponsoring and attending this conference contact:

    Emily Jones

    marcusevans, The NBC Tower
    455 N. Cityfront Plaza Dr.
    Chicago, IL 60611

    312.540.3000 x6714
    Fax: 312.894.6304