Upcoming Events
Valuation of Emerging Technologies
July 13th, 2017
Einhoven, Netherlands
Calculating Damages Resulting From Patent Infringement
July 14th, 2017
Einhoven, Netherlands
Negotiating Licensing Agreements for Maximum Returns
July 14th, 2017
Einhoven, Netherlands
Enhanced Negotiating Strategies
August 17th, 2017
New York, NY
Enhanced Negotiating Strategies
August 24th, 2017
Silicon Valley, CA
Valuation of Emerging Companies
August 30th, 2017
Silicon Valley, CA
Advanced Patent Valuation
February 15th, 2018
Advanced Patent Valuation
February 15th, 2018

Enhanced Negotiating Strategies

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:

New York, NY – August 17 - 18, 2017
Location: TBA
Time: Day 1 - 9:00 AM – 5:00 PM
Time: Day 2 - 9:00 AM – 5:00 PM

Silicon Valley, CA – August 24 - 25, 2017
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 - $2,395.00

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