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The Art of the Deal: Negotiating What You Want

This past teleclass was recorded and transcribed for your convenience. Listen to the recorded audio or read the written transcript:

Class Overview

Don't lose your footing in a business meeting just because your negotiating style differs from a man's. Instead, turn these differences to your advantage by avoiding the most common pitfalls experienced by women, and embrace effective negotiating techniques that command the bargaining table and seal the deal.

During this class, you will hear groundbreaking research from best-selling book A Woman's Guide to Successful Negotiating, featured on ABC's Good Morning America. Among other captivating nuggets, you will learn what two things not to do when negotiating, six ways to influence anyone and how to view your situation through the other person's perspective. Armed with these proven negotiating tactics, you will come out ahead in any negotiation situation.

Our Speaker

Barbara Findlay SchenckBarbara Jackson is executive vice president of professional development and a founder of the Makau Corporation, a distance-based training and learning organization. With more than 20 years of management and consulting experience, Barbara is the co-host of the weekly radio showYour Career Doctors and founder of Her experience as a manager in state and municipal governments has taught her the art of negotiating effectively under tight timelines and budgetary restrictions.

Additionally, Barbara is the co-author of the forthcoming book UP - Influence and Power in the "U" Perspective, which teaches readers how to walk into any negotiation with the other person's perspective as a priority in order to get what you want out of the deal.

Previously, she served as a consultant for business deals and organizational priorities for state and international governments, Time magazine, the Harvard Graduate School of Design, the United Nations Development Program and various divisions of GE Capital's European Division.

Additional Resources

  • For more information about the Makau Corporation, please visit or contact Paul Jones at

Have a question? Call us at 1.800.986.3343

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