On the Menu: Negotiate Different: How to Create More Value in Every Conversation
Session Description
On the Menu is welcoming professional speaker and bestselling author Stan Phelps for a practical and engaging preview of his upcoming book with former IBM global procurement executive Bob Murphy, Negotiate Different.
Here’s how it works.
Negotiation isn’t reserved for boardrooms, contracts, or high-stakes deals. We negotiate every day with clients, colleagues, vendors, partners, and even ourselves. Unfortunately, many people approach negotiation as a contest. They believe one side must win and the other must lose. Others focus on compromise and simply split the difference. Both approaches can leave significant value on the table.
What if the best negotiation isn’t about winning?
The best negotiations begin long before anyone sits down at the table. Success requires asking better questions, understanding what truly matters to the other party, and recognizing the different styles people bring to a negotiation. With the right preparation and approach, negotiators can uncover possibilities neither side initially considered, protect what matters most, and create more value for everyone involved.
During this interactive On the Menu session, Stan will challenge common assumptions about negotiation and introduce ideas from Negotiate Different. Participants will explore how preparation, positioning, discovery, and value creation can lead to stronger agreements and better long-term relationships.
Stan will also introduce the P.L.A.I.D. framework, a practical approach designed to help people prepare more effectively, understand what truly matters to the other party, and negotiate with greater clarity, confidence, and purpose.
Key Takeaways
The Mindset: Move beyond winning, losing, and splitting the difference to focus on creating more value.
The Strategy: Learn how preparation, positioning, and discovery can transform the direction and outcome of a negotiation.
The Styles: Recognize different negotiation approaches and adjust your communication to build trust and increase influence.
Come to this interactive talk and learn how to approach your next negotiation differently. You’ll leave with practical tools you can immediately use in conversations with clients, colleagues, vendors, and partners.
Due to the interactive nature of this event, it will be hosted exclusively in person. We encourage all participants to join us on-site to fully engage with the experience.
Game Plan
11:30 a.m. | In-Person | Check-In opens and lunch is available
12:00 p.m. | Event begins
1:00 p.m. | Go on back to work!
What’s On The Menu?
At Frontier RTP, we are constantly growing, and hope you will come along for the ride! We developed On the Menu as a way of helping you and your business grow to the next level, whatever that next level may be.
Each month, we offer a lunchtime workshop on a special topic related to small businesses or startups. On the Menu is taught by a diverse group of experts from around the Triangle (some of whom started their business here at Frontier RTP!) in a small group setting.
Our hope is that these workshops will not only be rich in content, but spark dialogue, start relationships, and make your lunch break meaningful. Did we mention there will be free lunch?
We want you to easily access our events. Please reach out to us with accommodation requests at programming@rtp.org and we’ll do our best to facilitate.
Note: By registering and participating in this event, you consent to the recording of your likeness, image, and/or voice and authorize Frontier RTP to use photographs, video, and audio recordings containing your likeness, image, and/or voice in any medium for any purpose.
Location
800 Park Offices Drive, Durham, NC 27713
