Lee Sterling Ald, esq.

Lee Sterling Ald is a practicing attorney specializing in international negotiation and contracts and is also a negotiation management consultant and lecturer. He has presented negotiation seminars and programs for over 25 years to more than 100,000 executives worldwide. His work as a consultant and trainer has brought him into contact with top business and government executives, organizations and associations, and educational institutions with programs in more than 30 countries including Japan, Australia, New Zealand, Korea, Philippines, Kuwait, China, Papua New Guinea, India, Malaysia, Singapore, Hong Kong, Thailand, Taiwan, Indonesia, Honduras, Colombia, Brazil, Peru, Ecuador, Chile, Venezuela, Uruguay, Paraguay, Mexico, Kenya, Tanzania, South Africa, Canada, England, Italy, Russia, and Lithuania. Mr. Ald has lived and worked in Japan and Taiwan.

He has conducted seminars and taught at over 30 universities around the world including:

He has consulted with over 500 organizations, including:

Some of the programs Mr. Ald has presented are:

• "The Art of Negotiating®"
• "Doing Business with the Chinese"
• "Doing Business with the Japanese"
• Successful Negotiation"
• "How to Negotiate Anything with Anybody"
• "Negotiating with Foreign Business Interests"
• "Negotiating and Communicating with Americans When English Is Not Your First Language” (for non-Americans)
• "How to Negotiate an International Contract"
• "Negotiating Contracts in Asia"
• "International Non-Verbal Communication"
• "Successful Negotiations and Influence"
• Art of Negotiating® Labor-Management
• Women and The Art of Negotiating®
• How to Read a Person Like a Book (Body Language)
• Meta-Talk: Uncover Hidden Meaning in Conversation

As a former partner of Nierenberg, Zeif & Weinstein law firm, he worked in commercial litigation and specialized in the negotiation settlement of all cases for the firm. He helped draft the Declaration of Independence for the new country of Bangladesh, which was signed in their law office. He did law work for the countries of Bangladesh, Cameroon and India.

He worked closely with Gerard I. Nierenberg, senior law partner and founder of the Negotiation Institute, Inc., in the development and operation of the Negotiation Institute, Inc. and was a founding director.

He is a lecturer for the Negotiation Institute, Inc. and past faculty member of the New School in New York, New York, where he taught courses on negotiation and international protocol. He has trained many sales and purchasing personnel, administrators, professionals and executives in the aspects of doing business and the negotiation process. During this time, he has successfully consulted and resolved numerous sensitive negotiations and worked with a variety of trade and commercial associations.

Richard L. Florman

Rich has worked in the areas of sales training, negotiating and public speaking for over 30 years. Richard joined AT&T in 1972 as a sales trainer and manager. He trained some of the nation’s top companies such as Bank of America, Olympus Corp., NCR, Internal Revenue Service, and scores of others in collections, sales, and customer service. In 1996, Rich started his own company TECHNIQUES Sales Training & Motivational Co. Inc. Richard has given motivational speeches and customer skills training to hundreds of companies.

In 1991, Rich joined the Negotiation Institute and has worked closely with Gerard Nierenberg to hone and develop training techniques and incorporate them into the present “The Art of Negotiating®” and other programs for such companies as Fl Association of Counties, Altria Group and Princeton University. Rich brings his strong background as an effective communicator, motivator, and trainer as well as his business experiences to his programs.

He worked as a sales and motivational consultant specifically within a telephone call center environment. He has worked with Citibank’s Retention Specialists and their Customer Service Representatives to help them become more professional and persuasive when speaking with card members. He has also designed and developed a professional Collections and Interpersonal Communications Skills training program for the accounts receivable area of Citicorp. Additionally, he provided consulting services to Diner’s Club to make their Customer Service representatives more effective and professional when dealing with their customers.

Popular programs include:

• The Art of Negotiating®
• Negotiating the Big Sale™
• Effective Presentation Skills
• The Art of Becoming a Master Communicator and Charismatic Public Speaker
• How to Read a Person Like a Book (Body Language)
• Meta-Talk, Uncover Hidden Meaning in Conversation)
• Professional Sales Training
• Motivating Personal Growth
• Building Rapport & Relationships
• Adapting to Different Social Skills
• Questions & Exploring for Needs
• Active Listening
• Selling Benefits & Selling Value
• Sealing the Deal
• The Art of Closing the Sale
• Overcoming Objections

In September of 1998, Rich consulted almost exclusively with Wells Fargo at their Beaverton, OR., Des Moines, IA., and Concord CA. call centers to train their Service Representatives on effective account retention and cross-selling techniques. Rich has also worked with both the Internet and Home Equity Group at Wells Fargo to enhance their sales efforts. Since 2001, Rich has worked throughout the world.

Rich is co-author of “7 Proven Strategies to Turn Every Customer Interaction into a Sale”, an article published in Success magazine. In addition, he has written numerous articles for Dartnell Publication’s Successful Sales Closing Techniques, including; “How to Turn Features into Reasons to Buy.”

His past associations with professional organizations include serving as an Executive Board Member of the Alliance of Sales and Marketing Executives in New York, and as a Board Member and Trustee of the Long Island Stage. In addition, he is a part time lecturer at Adelphi University on public speaking.

Rich received his BA in Marketing and Communications at the University of Bridgeport and his MBA in Business Administration from Adelphi University’s Graduate School of Business. Rich also held the positions of disc jockey and then General Manager of a large radio station in Connecticut.

Garry Mitchell, Ph.D.

Dr. Garry Mitchell is the author of the best selling, The Trainer’s Handbook: The AMA Guide to Effective Training, now in its third edition, and The Heart of the Sale: Making the Customer’s Need to Buy the Key to Successful Selling. His consulting firm, GM Training Specialists, creates specific courses to fulfill the individual needs of his clients in improving their negotiation, sales, communication, presentation, and management skills. Listed in Who’s Who, he is a consultant to the United Nations on negotiating skills.

For many years Dr. Mitchell has worked closely with Gerard Nierenberg presenting The Art of Negotiating®. On behalf of the Negotiation Institute, he has made several tours of the Pacific Rim presenting The Art of Negotiating® in such cities as Bangkok, Hong Kong, Jakarta, Kuala Lumpur, Manila, Singapore, Taipei, Kuwait, Vancouver and Victoria. He has not only presented The Art of Negotiating® seminar for us but has also specialized in our other programs: Labor-Management, Negotiating the Big Sale™, Mergers and Acquisitions, Train the Trainer-Art of Negotiating®, How to Read a Person Like a Book (Body Language), Meta-Talk, Uncover Hidden Meaning in Conversation, Effective Presentation Skills and The Art of Becoming a Master Communicator & Charismatic Public Speaker by customizing these programs to our customers’ needs. In the US he presented a popular public seminar entitled “How to Find and Sell New Customers” to more than 75,000 top sales representatives under the joint auspices of Dun & Bradstreet and the US Chamber of Commerce. BusinessWeek magazine reviewed him as being “one of America’s leading business educators.”

Dr. Mitchell has trained and coached negotiation skills for managers and executives for: The American Management Association, ARCO, The CIA, The Chicago Tribune, Dun & Bradstreet, Esso and Exxon, Federal Express, The Government of Barbados, The Government of Jamaica, Mrs. Field’s Cookies, Marriott Food Services, Maritime Overseas Corp., Wachovia Bank, VerticalScope, Bobcat, Global Investment House, Mars Inc., U.S. Nursing Corp, Avaya, New York State Electric and Gas, Northern Telecom, International Business Brokers Association, Pacific Bell, Sun Life of Canada, The United Nations and the US Department of Defense.

Frequently in demand as a speaker, Dr. Mitchell was a tenured professor of communications in the State University of New York. He received his Doctorate from New York University; his Master’s degree from Hunter College of the City University of New York; and his Bachelor’s degree from the University of Alberta, Canada.