Zen and the Art of Negotiation - Joint Meeting with Society for Technical Communication


This event is hosted by the local chapters of the IEEE Professional Communication Society and the IEEE Technology Management Council. It is cosponsored by the Society for Technical Communication (STC), Washington Chapter and Baltimore Chapter.

  Date and Time




  • Date: 07 Oct 2009
  • Time: 06:00 PM to 09:00 PM
  • All times are (GMT-05:00) US/Eastern
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  • 11301 Springfield Rd
  • Laurel, Maryland
  • United States 20708
  • Building: Capitol College Telecommunications Hall
  • Room Number: 244
  • Click here for Map

  • Register through this link by October 6, 2009. Cost is $10 cash for IEEE or STC members and $15 for guests and includes dinner. For more information, please contact Hugh Owen at hugh.owen@ieee.org.

    Directions: From I-95, take the B-W Pkwy. (Exit 22, N) to the Powder Mill Road Exit. Turn left (west toward Beltsville) on Powder Mill Rd, then take the first right onto Springfield Rd. Go approx. 1 mile to the campus on the right. The meeting is in the buiding to the right at the end of the driveway.
  • Co-sponsored by Professional Communication Society
  • Starts 20 December 2008 01:00 AM
  • Ends 06 October 2009 08:00 PM
  • All times are (GMT-05:00) US/Eastern
  • No Admission Charge
  • Menu: IEEE Member, STC Member, Guest


Phil Marcus, The Negotiation Pro Phil Marcus, The Negotiation Pro


Zen and the Art of Negotiation

Negotiation skills courses these days fall in two categories. The better ones teach working with the negotiation partner to find a solution that satisfies both sides' needs. That is good, but it does not reach the issue of negotiation partners who use tricks and tactics to manipulate and intimidate.

Other courses teach how to use and parry those tricks, but not how to make a deal good for the long run. And few if any negotiation courses deal with the anxiety that many people have when sitting down at a bargaining table.

What people need is training that responds to all these problems.

Zen and the Art of Negotiationsm is my proprietary course where participants learn:

  • What is a sustainable dealsm, why it is important, and how to achieve it.
  • How to use elements of the Zen philosophy to relieve anxiety and focus clearly on making a good bargain, by finding Your Zen Spacesm (a unique course feature).
  • How to cope with bargaining tricks and tactics.
  • How to negotiate with bullies and nutcases.
  • Biography:

    I am Phil Marcus, the Negotiation Prosm, and I have learned negotiation in part by doing lots of it. I have been an attorney for 35 years, negotiating deals, and have read on the subject extensively. Most importantly, I have observed what others do in a bargaining situation that achieves a fragile bargain, or sends the parties home angry at each other, or that works well.

    My adult teaching experience goes back to the 1960s, and has continued since then. In the 1990s, I was on the Board of the Maryland Chapter, American Society for Training and Development,including one year as President. I have given this and similar negotiation seminars to professional associations, college alumni groups, chambers of commerce, corporate groups and at MIT.

    Academically, I have a J.D. from the University of Maryland School of Law, and bachelor's and master's in engineering from MIT. I am a member of the Maryland Bar and of the Supreme Court among several federal courts.

    I am on the web at www.NegotiationPro.com.