Strategic Negotiation

Explore the distinctions between Negotiation Styles and the benefits of Interest-Based Negotiation. Learn effective strategies for initiating negotiations and influencing outcomes. Discover techniques for achieving mutually beneficial outcomes and addressing points of contention, with insights on seeking support or escalation when agreements cannot be reached.

About Art Fromm
Art Fromm, BS '81, has 23 years of consultative sales training and development expertise in addition to 20 years of industry and sales experience.

Art began in engineering and quickly moved into the application space.  This led to presales, sales, and sales management positions, where he routinely surpassed revenue and performance targets and led sales teams. Art moved into a sales enablement role in 2000.  In 2004, he founded his own company, Team Sales Development.

One of Art’s outstanding successes is the implementation of a Sales Transformation Program for a multi-national electronics manufacturing outsourcer that resulted in a 22% increase in bookings in the first 2 years and an increased win rate by 16 points.

Art’s Sales Transformation Portfolio includes offerings for presales and sales professionals, including Consultative Selling, Opportunity Management, Selling to Executives, Customer Buying Process, Financial Selling, Great Demo!, Doing Discovery, Webinar Mastery, Core Strengths, and Negotiation Skills.

Art holds a Bachelor of Science in Mechanical Engineering (UB Class of ’81), and studied Adult Learning Principles through Friesen, Kay, and Associates.  Art lives in Pittsburgh, PA, and enjoys spending time with his spouse and family, traveling for business and pleasure, working on remodeling projects, and helping family and friends.