A Primer for Negotiating at The Elite Level Seminar Worldwide

A Primer for Negotiating at The Elite Level

Delivered – Virtually

November 21, 2024

Seminar Overview

Welcome to A Primer for Negotiating at The Elite Level.

Join us on November 21, 2024 as a top-tier negotiator shares advanced strategies and techniques to succeed in high-stakes negotiations. Attend this virtual seminar and enhance your negotiation skills with practical, real-world applications designed for success at the highest levels.

Seminar Preview

Your negotiating ability is your destiny.

Whatever your profession, whatever your industry, whatever the stage of your career. You cannot escape the fact that your future is a function of your negotiating prowess.

We all must negotiate with vendors, partners, customers, employees, colleagues, superiors, regulators and agents. In today’s challenging economic climate our ‘relationships’ with our business associates have been relegated to the dustbin of history. Your negotiating counterparts will never give you the deal you deserve. You will only get the deal you negotiate.

No other sphere of business provides you with as much leverage as negotiations. A few weeks of strategizing and due diligence may enable you to receive prices and financing terms millions of dollars more favorable than you previously anticipated. Simply knowing when to approach a counterpart can be worth big money. Determining who should make the opening offer can result in substantial profits. Understanding when to remain silent can be highly lucrative in a negotiation.

You can build an empire through negotiations. You can also devote 30 years of unflagging labor to building your business and then squander 50% of its value during an ill-planned three-month negotiation.

Among the issues likely to be discussed in this seminar are:

- - Pre-negotiation due diligence
  - 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 weak players can gain leverage through allies
  - How to shut down negotiations when favorable terms are reached
  - Lessons from car salesmen and Machiavell

The Book: The Strategic Negotiator

The Seminar Leader’s 800-Page Negotiation Book

The Strategic Negotiator bursts with actionable and practical advice for negotiators. Powerful lessons are drawn from history and diplomacy. Negotiations come alive in these pages as colorful vignettes from the worlds of commerce; investment, music and entertainment are shared.

Original negotiating gambits — such as the Moonwalk, the Circular Saw, the Velvet Crowbar, Shakedown Disinfectants, and the Advanced Eulogy — are introduced. The intricacies of negotiating around specific contractual terms are expounded upon: Insights into Auctions, Exclusive Negotiating Periods, 360° Contracts, Liquidation Preferences, Bilateral Options, Wedges, Escrows, Entry of Competitor Provisions and Most-Favored Nation Clauses await the reader. Specific strategies for outflanking regulators, bullies, frenemies, bosses, and venture capitalists are provided.

About David Wanetick

David Wanetick is the CEO of the Institute for Strategic Negotiations. David teaches the Enhanced Negotiating Strategies courses offered through the Institute for Strategic Negotiations. Senior executives from all over the world attend these courses. David’s unique approach to negotiating encompasses his expertise in understanding clients’ business models and valuation issues. He is an expert on negotiating investment banking transactions and licensing agreements. His clients include some of the largest Fortune 500 companies as well as start-ups, universities and private equity firms. David is author of The Strategic Negotiator: A Manual for Negotiating at the Elite Level, the world’s most voluminous book dedicated to strategic negotiations.

David Wanetick, Chief Executive Officer, Institute for Strategic Negotiations

The Institute for Strategic Negotiations is dedicated to providing executives with actionable negotiations training. ISN has developed the world’s largest library of negotiating courses of interest to executives. Our training is delivered via open enrollment courses, custom courses and via webinars. ISN also offers dedicated consulting services such as the facilitation of Negotiating Battles, running negotiating retreats and negotiating strategy sessions, tactical negotiations advisory services and executive coaching.

The Institute for Strategic Negotiations offers courses that are developed and delivered by negotiators with an average of twenty years of relevant experience. ISN instructors are key players in multi-billion dollar corporate transactions; sophisticated real estate transactions valued in the hundreds of millions of dollars; the licensing of the world’s most promising technologies; and, in the resolution of international disputes.

The Institute for Strategic Negotiations has run courses in over 20 cities in the United States as well as in Canada, the United Kingdom, Singapore, China, Hong Kong, Thailand, Denmark, Spain, Germany, the Netherlands, Belgium, India, Dubai and Israel. Representatives from more than 725 Fortune 1000 companies–and from over 40 countries–have attended courses offered by The Institute for Strategic Negotiations.

Registration

Don’t miss this opportunity to learn invaluable negotiating lessons. We believe you will make a high return-on-your-time.

This seminar will take place virtually from 11 am to noon Pacific on November 21.

Registration is free for members of Davos in the Desert. Non-members can register now for just $45. No refunds.

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