Upcoming Events
Valuation of Emerging Technologies
October 23rd, 2017
Houston, TX
Calculating Damages Resulting From Patent Infringement
October 24th, 2017
Houston, TX
Negotiating Licensing Agreements for Maximum Returns
October 24th, 2017
Houston, TX
Valuation of Emerging Technologies
November 6th, 2017
San Diego, CA
Negotiating Licensing Agreements for Maximum Returns
November 7th, 2017
San Diego, CA
Calculating Damages Resulting From Patent Infringement
November 7th, 2017
San Diego, CA
Enhanced Negotiating Strategies
November 9th, 2017
San Diego, CA
Enhanced Negotiating Strategies
November 20th, 2017
Bangkok, Thailand
 
Enhanced Negotiating Strategies
$2,495.00

About the Course:

This seminar discusses the most intense negotiating strategies and tactics allowed without violating Articles of the Geneva Convention. Best practices for all stages of negotiations--due diligence, initial meeting management, opening offers, concessions management, closings and renegotiations--will be discussed. Case studies of groundbreaking negotiations such as those managed by Elon Musk, Ted Turner, Wayne Huizenga (Blockbuster Video), Sabeer Bhatia (Hotmail), Donald Trump, Eminem, Van Halen, Lady Gaga, the Girl Scouts, and Hector Ruiz (Advanced Micro Devices) will be dissected.

Among the issues to be discussed in this seminar are:

  • Pre-negotiation due diligence and competitive intelligence
  • Assessing personalities of opponents to determine vulnerabilities
  • Negotiating before you get to the table
  • Winning points by demanding pre-conditions
  • How to fractionalize the other side
  • When to sell via direct negotiations vs. competitive bidding
  • When it is rational to behave irrationally
  • Emasculating giants by activating outside coercers and conflicting out key players
  • How to delegitimize unfavorable agreements
  • Redefining terms to achieve buy-in of your position
  • Best practices for unwinding ultimatums
  • How to "lie" when telling the truth
  • How weak players can gain leverage through allies
  • How to shut down negotiations when favorable terms are reached
  • Lessons from terrorist interrogators, car salesmen, Machiavelli and Sun Tzu

This session will delve into methods to neutralize common negotiating tactics such as:

  • The Circular Saw
  • Scorched earth
  • Exploding offers
  • The sit down
  • Damsel in distress
  • Lazy lawyer
  • The Moonwalk
  • Power of precedent
  • Contract archeology
  • Predatory graciousness
  • Advanced eulogy
  • Signal jamming
  • Emotional pincer movement
  • Malicious obedience
  • Negotiating behind human shields
  • Negotiating from the grave

About the Instructor:

David Wanetick, Managing Director, Institute for Strategic Negotiations

Course Length:

Approx. 13.0 hours

Course Schedule:

Houston, TX – October 26 - 27, 2017
Location: TBA
Time: Day 1 - 9:00 AM – 5:00 PM
Time: Day 2 - 9:00 AM – 5:00 PM

San Diego, CA – November 9 - 10, 2017
Location: TBA
Time: Day 1 - 9:00 AM – 5:00 PM
Time: Day 2 - 9:00 AM – 5:00 PM

Bangkok, Thailand – November 20 - 21, 2017
Location: TBA
Time: Day 1 - 9:00 AM – 5:00 PM
Time: Day 2 - 9:00 AM – 5:00 PM

Singapore – November 27 - 28, 2017
Location: TBA
Time: Day 1 - 9:00 AM – 5:00 PM
Time: Day 2 - 9:00 AM – 5:00 PM

Atlanta, GA – December 14 - 15, 2017
Location: TBA
Time: Day 1 - 9:00 AM – 5:00 PM
Time: Day 2 - 9:00 AM – 5:00 PM

London, UK – January 8 - 9, 2018
Location: TBA
Time: Day 1 - 9:00 AM – 5:00 PM
Time: Day 2 - 9:00 AM – 5:00 PM

Brussels, Belgium – January 15 - 16, 2018
Location: TBA
Time: Day 1 - 9:00 AM – 5:00 PM
Time: Day 2 - 9:00 AM – 5:00 PM

Webinars: This rate is for one participant. Distribution of login information is prohibited. Site licenses for up to five participants are available for $3,295. To arrange a site license, please contact Neomi Barazani at 609-919-1895 ext. 100 or info@bdacademy.com.

Seating is Limited to 15 per session
Register online or by contacting
Registration / Membership Coordinator,
at 609-919-1895 ext. 100 or info@bdacademy.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.

Tuition - $2,495.00

 
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