Meeting/Event Information

Negotiate to Win: Six Steps to Successful Negotiations

June 21, 2018
8:30 AM - 10:45 AM
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AIA San Francisco
130 Sutter Street, 6th Floor
San Francisco, CA 94104


We all negotiate a variety of issues and items every day. How do you get what you need without burning bridges? How can you be firm and direct, yet encourage others to collaborate with you? Marketers sometimes struggle with being seen as “support” staff or “back office” functions – how do you advocate for yourself, get the resources you need, and demonstrate the value that you bring to your firms and your clients?

Being able to negotiate well is an essential skill in every area of your career. We negotiate for our jobs and salaries, for promotions and budgets, with clients and vendors, in sales, and with our management chain. Negotiation can be intimidating or emotional for those who aren’t comfortable with it. How do you approach these conversations effectively?

This program will introduce you to the process and skills that will build your confidence, and help you get better results. In this workshop, you’ll pick up actionable tips, and learn skills to help you improve your everyday effectiveness.

After participating in this program, you will:

  • Overcome your fear of negotiation

  • Learn tangible, practical techniques you can immediately apply to get better results

  • Understand the six stages of negotiation

  • Identify valuable “currencies” you can exchange to impact the terms of a negotiation

  • Adjust your approach so you can collaborate and be flexible while getting what you need

  • Organize your strategy before, during, and after a negotiation


Ching Valdezco helps professionals negotiate and influence effectively, present with confidence, write clearly, and build strong working relationships. She has coached and trained numerous AEC industry firms including Turner Construction Company, Clark Construction Group, and Autodesk. Prior to joining Exec|Comm, Ching led global teams at Hewlett-Packard and Procter & Gamble for almost two decades. In 2016, she received the Women of Influence award from the Silicon Valley Business Journal. Ching has led talks for top companies and professional organizations including Watermark, Financial Executives International, and UC Berkeley’s Haas School of Business. Reach out to her at or at 650-417-3176.



What to Expect

NOTE: This program’s educational component is 90 minutes, longer than our usual 60-minute workshops.

8:30 AM - 9:00 AM: Breakfast & Networking
9:00 AM - 10:30 AM: Educational Program
10:30 AM - 10:45 AM: Q&A & Networking

All ticket sales are final. Tickets are transferable.


$65.00 SMPS Member Ticket

$90.00 Non-Member Ticket

$20.00 SMPS Student Ticket