Session M2 - Post-Conference Session
Agile Leadership: "The Negotiator" - Getting to What WE Need

Presented by Peter Stonefield

Description: Negotiations are communications between two or more parties to determine the nature of future behavior. It is about converging two different views to a point that is perceived by both parties as mutually beneficial. How often are you negotiating something?  Many people feel uncomfortable negotiating. Lacking negotiation skills, they may view negotiating as a win-lose contest. Some seek to win through cleverness, blaming and by asserting authority.  Others, with a strong need to get along, become anxious and go along with anything or accept compromise quickly. It doesn't have to be that way. Effective negotiation can produce an agreement that meets the needs or interests of both sides while preserving the relationship.

Target Audience: This workshop is designed for those who would like to become more agile, adaptive and effective by learning how to negotiate.

Organizational Issues: tbd

Objectives: In this session we will explore the mindset of the “Negotiator” and use a creative process to catalyze the self-organization of your role as “Negotiator.”  To begin the actualization of your “Negotiator” you will practice processes and approaches, language, and opening lines for use in the negotiating process.

Date: Monday, April 19th

Length: 3 hours (Offered as the second part of a 2-part series. Link here to find details for part 1, Agile Leadership: "The Inquirer"

Location: California State University, 18111 Nordhoff Street, Northridge

Cost: None

Maximum Class Size: 15 attendees, with seating on a first-come, first-served basis. Note that part 1 (Agile Leadership: "The Inquirer") is a pre-requisite for attending part 2.

Handouts: Available for download after the Forum.

Peter Stonefield

Biography: Peter Stonefield holds a B.S.E.E. , M.A. , Ph.D. and is President of Stonefield Learning Group. In this capacity, he serves as an executive and technical staff coach, consultant and trainer. He was an electronic engineer, marketing and sales executive for the Bunker-Ramo Corporation before becoming a psychologist. He taught graduate-level courses on Cognitive and Creative Process, Psychosynthesis and Counseling Psychology. He has successfully completed over 200 consulting engagements, created more than 20 different training and development programs and coached over 300 executives and engineers. Some of the training programs he developed are Managing Innovation, TQM, Agile Communications, Agile Leadership, Knowledge Management, Managing Change, Creative Thinking and Architecture for Teamwork. He has also facilitated the development of 10 knowledge leveraging “Communities of Practice” in engineering and marketing organizations. His client list includes Apple Computer, Baxter Laboratories, Dow Chemical, Hewlett Packard, IBM, Intel, Stanford University , PPG, Sun Microsystems, U.S. Department of Labor, Department of Health and Human Services, Environmental Protection Agency and General Services Administration. He was the principal consultant to, the U.S. Department of Labor, the winner of the U.S. President's Quality Award for Managing Change and the G.S.A. Administrators Award for Managing Change in Government.

Peter recently drafted a vision for computing for Sun Microsystems. His mission is to catalyze and accelerate the evolution of organizations and people.

Contact: Peter can be reached by e-mail at for additional
information about this post-conference session.


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