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 Donald Trump, Wayne Huizenga (Blockbuster Video), Sabeer Bhatia (Hotmail), Fred Smith (Federal Express) and Carlos Gutierrez (Kellogg’s) 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
• 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 Machiavelli and Sun Tzu

• Limited authority
• Good cop / bad cop
• Exploding offers
• High hat
• Damsel in distress
• Lazy lawyer
• The Hindenburg
• Power of precedent
• The afterparty

David Wanetick is a Managing Director at IncreMental Advantage, an advisory firm with an expertise in developing negotiating strategies based in Princeton, NJ. Clients include Fortune 1000 companies, trade associations, not-for-profit organization, governmental organizations and political campaigns. 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, The United Kingdom, Belgium, Germany, the Netherlands, Malaysia, Hong Kong and Israel.

Course Schedule:

Course Length: Approx. 7.5 hours

Princeton, NJ - September 17, 2010 - Location:
Incremental Advantage Inc.
4390 Route 1
Suite 214
Princeton, NJ 08540
Time: 8:30 AM - 5:00 PM

Philadelphia, PA - September 30, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
Two Commerce Square
2001 Market Street
Suite 4100
Philadelphia, PA 19103-7013
Time: 8:30 AM - 5:00 PM

New York, NY - November 10, 2010 -  Location:
Cooper & Dunham
30 Rockefeller Plaza
New York, NY 10112-2202
Time: 8:30 AM - 5:00 PM

Washington DC - December 2, 2010 -  Location:
Akin Gump Strauss Hauer & Feld LLP
Robert S. Strauss Building
1333 New Hampshire Avenue, N.W.
Washington, DC 20036-1564
Time: 8:30 AM - 5:00 PM

Webinar - December 20, 2010 - (PDT)
Time: 8:30 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 20 per session

Register online or by contacting

Registration / Membership Coordinator,

at 609-919-1895 ext. 100 or registration@bdacademy.com