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NEGOTIATING TRANSACTIONS There is more leverage in negotiations than in any other corporate activity. In no other aspect of your business can you earn or lose so much money in a matter of mere minutes.
As companies are vigorously searching for revenue and margin enhancements throughout their organizations, their negotiating skills are becoming of paramount importance.
IncreMental Advantage’s Negotiations Training incorporates a unique blend of best practices among the following disciplines and teaching methods:
BEHAVIORAL ECONOMICS • DECISION MAKING
• COMPETITIVE INTELLIGENCE • SCENARIO ANALYSIS • CASE STUDIES
FACT: One careless or ill-prepared negotiator can lose more money at the bargaining table in five minutes than his firm’s entire workforce can earn back in a year.
The methodologies behind IncreMental Advantage’s Negotiating Transcations are taught through courses offered by
The Business Development Academy, www.bdacademy.com
Schedule a day of training or consulting and learn breaking negotiating techniques such as:
| STRATEGY: | SKILLS: | TACTICS: |
Team selection and
development
| Defeat common negotiating tactics such as limited authority
and good cop / bad cop | Deciphering meaning in body language | | Set the stage | Conduct due diligence | Managing phone calls and office visits
| | Maintain an offensive strategy | Develop walk-away points | Drafting proposals
| Assessing the risks of
negotiation
| Concessions management | Use of partisan perceptions | | Assess competition | Sequencing of issues | Planting seeds of greed | | Use of agents | Lie-detection and truth triangulation | Understanding how context affects
behavior
| | Use of contingency contracts | How to ask questions | Use of surprise |
To request a brochure and for more information, please contact: Scott Pearlman, Senior Vice-President,
IncreMental Advantage, spearlman@incrementaladvantage.com or 609-919-1895 ext. 111
To view the Negotiating Transactions: 
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