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May Dinner Meeting
Wednesday, May 08, 2013, 05:30pm - 08:30pm

This Month’s Topic will be:Going Beyond Being Merely an Effective Negotiator


5:30 p.m.                                 Doors Open
6:00 p.m. – 6:30 p.m.              Networking
6:30 p.m. – 8:00 p.m.              Dinner/ Speaker: Frank Jeffries, Ph.D
8:00 p.m. – 8:30 p.m.              Dessert/Adjourn

Frank holds a BA in Marketing, an MBA, and a Ph.D. in Business Administration with a major in Organizational Behavior. Prior to entering academia he worked for 15 years in private industry gaining experience in sales, sales management, product management, and program management positions.

As a product and program manager his responsibilities included developing strategic business plans for his area of responsibility, participating in strategic planning at the corporate level, creating specifications and business plans for new products, selling new product initiatives to the board of directors to secure funding for development, and accountability for the profitability of his product lines. Additionally he was responsible for negotiating development of project schedules and staffing requirements in a matrix organization, negotiating resolutions to schedule and resource conflicts, and managing major product development projects. Extensive travel was required in these positions visiting major customer sites to negotiate product upgrades, field retrofits of installed products, and to resolve issues related to product performance, delivery, installation, service, and support.

He is currently a Professor of Management at UAA and teaches courses at the senior and graduate level in negotiation and organizational behavior. He is active in research and has published or presented papers on: bluffing in negotiation, the influence of trust on contracting between firms, the effect of trust on cooperation, the effect of generational differences on motivation, and is currently examining the effect of Emotional Intelligence on ethical behavior. He consults for local businesses and conducts seminars on negotiation, organizational behavior, and motivation.



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