Become a Better Negotiator; Attend Paul Wineman's Seminar Saturday

September 9, 2003

September 9, 2003, Greencastle, Ind. - The next time you're in a store contemplating a purchase and ask the clerk what the item costs, Paul Wineman recommends that you say -- no matter what the price is -- "You want how much? You gotta be kidding!" And then be quiet. "Always get the other person to talk first," advises Wineman, a nationally-known expert on negotiation and author of The Sweet Art of Negotiation, who will speak Saturday, September 13 at the Student Social Center of the Walden Inn. The two hour seminar, which begins at 10 a.m., is sponsored by DePauw's Management Fellows Program and Phi Kappa Psi.

Since 1981, Paul Wineman has brought his negotiating and influencing seminars to thousands of professionals including purchasing agents, salespersons, CEOs, financial officers, managers, international business people and others eager to learn the strategies of successful negotiation.

"The only real power that we, as buyers, have is our ability to negotiate with sales people in authority, and/or then walk out the door if we don't get close to what we want," Wineman says, adding, his strategies work both ways. "Buyers are vulnerable to purchasing more, and for longer periods of time, in the hands of trained and caring sellers, who have a mindset to negotiate and not merely use 'take-it-or-leave-it' as the central means of handling a customer."