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2017 February Training Session

When: February 01, 2017 - 1300-1630
Where: RTP HQ
Registration: Website
ISACA-RTC Members - $40 (Log in to register to ensure discounted fee)
Affiliated Organizations (IIA, ISSA, Othe ISACA Chapters) - $25
All Others: $40
CPEs: Upto 8

Session I - Negotiation for IT Professionals

Whether it is for business items like salaries or for personal items like cars, or even interpersonal things with your spouse or children, you’re negotiating almost every minute of every day of your life.  In the US, however, we have been accustomed to accepting goods and services at list price… except for IT products purchased by enterprise business.  IT Professionals throughout these organizations know that negotiation is possible, but they’re rarely equipped with the skills to match their sales counterparts.  It’s time to stop bringing a knife to a gun fight.
Negotiation for IT Professionals is designed to level the playing field.  In this session, we will cover the Art of Negotiation – how to identify, prepare and set the negotiation table.  We will discuss and work through several Negotiation Approaches and Strategies, with practical IT-centric exercises to give you the hands-on ability to try out each lesson.  We’ll briefly discuss commercial terms and pricing considerations and we’ll conclude with a negotiation practicum bringing all of the material together.

Speaker: Jeffrey Gordon

Jeffrey I. Gordon is a professional negotiator who combines a unique background in hands-on IT management, business and law, and is recognized for his ability to efficiently identify and correct policy, procedure, term and pricing issues to effect lasting and marked value improvement.  Jeff is also a sought-out speaker and educator on licensing and negotiation topics, featured in INC Magazine, CBS News and the Wall Street Journal.  He is a frequent contributor to the blogosphere, and the author of the popular Software Licensing Handbook.  Mr. Gordon received his B.S. and J.D. from Valparaiso University and received his MBA from North Carolina State University.

For more information and to register for the training session, please visit the ISACA RTC website.