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Seminar Overview Tens of millions of dollars can be earned or lost at the negotiating table. Senior executives in every industry must have a firm grasp of cutting-edge negotiating strategies as well as the nuances of negotiating tactics. This course is replete with case studies and best practices that will provide you with practical insight for boosting returns on your transactions. This session discusses insights from fields as diverse as psychology, behavioral economics, decision theory and game theory to enhance negotiators’ skills.
Strategic negotiating issues to be covered include: - Determining when/what to negotiate
- Pre-negotiation due diligence and competitive intelligence
- Team management and use of agents
- Assessing your relative strengths and vulnerabilities versus those of your adversary
- Painting a vision of value - begin negotiations before you get to the negotiating table
- Communicating during negotiations
- Deciphering body language
- Signaling and signal jamming
- Use of electronic communication
- Sequencing of contentious issues
- Removing valuable players from opposing side
- Managing negotiating gambits
- Opening offers
- Concessions
- Counter offers
- Metric selection, nibbling, crunching, etc.
- Utilizing rhetorical tools
- Strengthening walk-away points
- Negotiating tactics to avoid
- Defense / attack spirals
- Argument dilution
- Managing frequency of counterproposals
- Deal structuring options
- Contingency contracts
- Leveraging decision rights
- Tips for defeating common negotiating tactics
- Limited authority
- Good cop/bad cop
- Exploding offers
Managing renegotiations
David Wanetick is a Managing Director at IncreMental Advantage, a research boutique based in Princeton, NJ. Representatives from more than 850 Fortune 1000 companies have participated in programs produced by IncreMental Advantage. David is the author of three books that have achieved world-wide acclaim, the most recent of which is The Power of Incremental Advantage: How Incremental Improvements Produce Dramatically Disproportionate Results. He has been a guest on CNBC, Bloomberg and CNNfn and has been quoted in the Wall Street Journal, Barrons, Investor’s Business Daily, Boards & Directors, and many other newspapers, blogs and magazines throughout the United States. He speaks about issues of Leadership, Strategic Planning, Financial Modeling, Negotiations, and IP Valuation before many organizations and corporations. He has lectured all over the United States, in Canada, Singapore, Kuwait, Malaysia, Hong Kong and Israel. *This course is also offered on a custom basis. The content can be customized to meet your company's specific needs and it can be delivered exclusively to your employees at your offices.
For further information, please contact Neomi Barazani at 609-919-1895 ext. 100 or neomi@incrementaladvantage.com.
Seminar Schedule Atlanta, GA - September 14, 2010 - Location:
Woodcock Washburn LLP
1180 Peachtree Street, NE
Suite 1800
Atlanta, GA 30309-3531
Time: 8:30 AM - 12:00 PM
Houston, TX - September 21, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
1111 Louisiana Street
44th Floor
Houston, TX 77002-5200
Time: 8:30 AM - 12:00 PM Philadelphia, PA - September 29, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
Two Commerce Square
2001 Market Street
Suite 4100
Philadelphia, PA 19103-7013
Time: 1:30 PM - 5:00 PM
Raleigh, NC - October 7, 2010 - Location:
TBD
Time: 8:30 AM - 12:00 PM London, UK - October 12, 2010
Akin Gump Strauss Hauer & Feld LLP
Eighth Floor
Ten Bishops Square
London, E1 6EG
Time: 8:30 AM - 12:00 PM
Brussels, Belgium - October 15, 2010
TBD
Time: 8:30 AM - 12:00 PM
Chicago, IL - October 20, 2010 - Location:
Marshall, Gerstein & Borun LLP
Willis Tower
Suite 6300
233 S. Wacker Drive
Chicago, IL 60606
Time: 8:30 AM - 12:00 PM
Boston, MA - October 27, 2010 - Location:
Posternak
The Prudential Tower
800 Boylston Street
Boston, MA 02199
Time: 8:30 AM - 12:00 PM
Montreal, Canada - November 4, 2010 - Location: TBD
Time: 8:30 AM - 12:00 PM
Princeton, NJ - November 9, 2010 - Location:
Incremental Advantage Inc.
4390 Route 1
Suite 214
Princeton, NJ 08540
Time: 8:30 AM - 12:00 PM
Webinar - November 15, 2010 - Location: Central Time
Time: 8:30 AM - 12:00 PM
Silicon Valley, CA - November 19, 2010 - Location:
TIPS Group
1000 Elwell Court, Suite 150
Palo Alto, CA 94303-4318
Time: 8:30 AM - 12:00 PM
San Diego, CA - November 23, 2010 - Location: (same place as June 7)
Procopio, Cory, Hargreaves & Savitch LLP
525 B Street, Suite 2200
San Diego, CA 92101
Time: 8:30 AM - 12:00 PM
Vancouver, Canada - November 26, 2010 - Location: TBD
Time: 8:30 AM - 12:00 PM
Washington DC - December 1, 2010 - Location:
Dickinson Wright
International Square 1875 Eye St., N.W., Suite 1200
Washington, D.C.- 20006
Time: 8:30 AM - 12:00 PM Tel Aviv - December 28, 2010 Location:
Grosshendler
One Azrieli Center
Round Building
Tel Aviv 67021
Israel
Time: 8:30 AM - 12:00 PM
Webinars: This rate is for one participant. Distribution of login information is prohibited. Site licenses for up to five participants are available for $1,795. To arrange a site license, please contact Neomi Barazani at 609-919-1895 ext. 100 neomi@incrementaladvantage.com
Register online or by contacting Registration / Membership Coordinator, at 609-919-1895 ext. 100 or neomi@incrementaladvantage.com Requests to cancel your registration must be made in writing one month before the date of the seminar.
Your refund will reflect a $95 processing fee.
No refunds will be granted within one month of the course for which you are enrolled.
You may send a substitute for an additional $55 processing fee.
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