As a customer engagement professional, you are constantly influencing the outcomes of a series of strategic negotiations – securing executive participation, aligning with sales teams, managing vendor relationships, and advocating for resources across the enterprise. Together, these behind-the-scenes negotiations drive the success of each customer engagement.
This session will equip you with practical tools to sharpen your execution, both internally and with commercial partners. Whether you're negotiating with facilities teams, building a business case for program investments, or guiding sales toward more strategic conversations, negotiation is at the heart of your role.
Grounded in over three decades of research and practical application, this session draws on Vantage Partners’ globally recognized expertise in negotiation. Originating as a spin-off of the Harvard Negotiation Project, Vantage has helped Fortune 500 companies, governments, and nonprofits navigate complex stakeholder dynamics and build negotiation capability at scale. Well-known legacy GACEP solution partners, Mandel Communications (discussion leader training) and Benett Communications (facilitator training) are proud to now call Vantage home.
This program based on Vantage’s ideas and frameworks originally articulated in their best-selling book Getting to Yes: Negotiating Agreement without Giving In, brings that same rigor and relevance to the unique context of customer engagement leaders
By the end of this brief, high-impact session, you will:
- Navigate cross-functional dynamics and competing priorities with greater confidence
- Apply proven negotiation frameworks to everyday challenges, from logistics to strategic planning
- Practice uncovering interests, surfacing assumptions, and building trust in every conversation
Your Facilitators:
- David Chapnick, Partner. His passion centers on building and implementing strategies that leverage the power of collaboration and innovation. His work has been featured in Harvard Business Review, California Management Review Insights, and Strategic Account Management Association’s Velocity Magazine.
- Ethan Underhill, Engagement Leader. He believes customer-centricity starts inside the organization – and that effective engagement hinges on a team's ability to influence, align, and adapt. He helps client-facing leaders – from account executives to briefing managers –engage customers with precision and purpose, even amid ambiguity, competing agendas, and evolving expectations.
- Naomi Price, SVP, Global Accounts. She is a long-time GACEP contributor and has collaborated with members to develop a relevant, customized experience that will ensure immediate application in your work.
Deliverable:
• GACEP Core Competency Certification course (CCC) credit
Workshop Fee
The price for the virtual workshop registration is $399 for GACEP members and $545 for non-members (briefing/customer engagement professionals or Solution Partner Members only - vendors must be recommended Solution Partner Members to attend GACEP events). GACEP accepts Visa, Mastercard, American Express, Check, or ACH.
Payment, Discount, and Cancellation Policy
Registration fees must be paid on or before Friday, May 9, 2025. You are registered at the time you receive a conference confirmation email from GACEP. Due to requirements for instructor preparation, we are unable to issue refunds/credits or void outstanding invoices for cancelations received after Friday, May 2, 2025. However, substitutions may be made at any time. Cancelation and substitution notices must be received via email to
info@gacep.com.
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