Brother Paul Wineman, Washington '55, was born in Hollywood, California and raised in the Middle East. He returned to the U.S. to attend the University of Washington, graduating with a BA in Communications. As a 2nd Lieutenant in the U.S. Army, he was assigned to the Office of Chief of Information at the Pentagon, prior to arriving in Tehran, Iran as Officer-in-Charge of the Armed Forces Radio and Television station operating there. After a full year of Persian (Farsi) language instruction at the U.S. Army Language School in Monterey, California, he returned to Iran as the U.S. Army Airborne-Special Forces Advisor to the Imperial Iranian Army. In 1965 Paul left the Army temporarily to obtain a Masters in Middle Eastern studies, which he received in 1967 from the American University in Beirut, Lebanon. He then returned to Iran to become the General Manager of Television of Iran. In 1968

he became a Contract Supervisor to the U.S. Army Corps of Engineers in Saudi Arabia, involved in the Army's operation and maintenance of the Saudi Arabian Television Network. Brother Wineman has survived through eight years of civil war in Lebanon, served as a Green Beret officer in Iran, has experienced two airplane crashes and a hijacking and was held hostage for a time in Beirut.

With all that behind him, Paul formed his own company, Wineman & Associates, specifically to consult with American defense and aerospace corporations on how to market successfully and win sales internationally. He is a popular and respected speaker on marketing and negotiation strategies and has worked with Anheuser-Busch, Litton Industries, Tyson Foods, Chicago Bridge & Ironworks, Exelon Nuclear, E-Systems, American Cast Iron Pipe Company, ConAgra, Pulte Homes, Apple Computer and many others.

Over the last six years, Paul has toured the nation, at his own expense, making his "The Art of Negotiation" presentations to Phi Psi undergraduates, alumni, rushees, parents and even entire campus Greek systems. His workshops teach an important skill and underscore the fact that the Phi Psi experience helps prepare men for success in life.

Paul's text, A Phi Psi's Guide to Negotiating in the Real World, is an adaptation of an earlier book he wrote for the general public. Rewritten for Phi Psi undergraduates and young alumni, its lessons are valuable to anyone who wants to improve their negotiating ability.

The book is provided to every attendee at his campus presentations and chapters who have hosted Paul's program also use the book to show rushees, parents and campus administrators that fraternity programming isn't just social. Anyone interested in the "real world" preparation Phi Kappa Psi offers to its membership will be impressed.

Paul's seminar has been a component of several chapter recruitment, alumni relations, campus relations, philanthropy and career planning events and the book becomes an important resource to those who attend. In a nutshell, Brother Wineman says most people are the best negotiators when we are kids - we're persistent, we're not scared of "NO", we always ask for more that we think we'll get and we sense exactly when people are least resistant to our attack. We were good at it because we thought of it as a kind of game.

Paul's strategies teach us to learn to enjoy negotiating again, to see the negotiation in everyday situations and to get into a proper mindset to use our skills more often. As we negotiate more, we add more skills and improve, so that getting a good deal for both parties is commonplace.

Does it work? Just ask Paul, who gets dozens of E-mails every month from Phi Psis who have used his advice successfully negotiating for salaries, vacations, merchandise - even chapter officers negotiating goals with their chapters. Paul loves seeing those results and Phi Psi enjoys a program that helps its members grow. That's a win-win situation!