SPECIAL TOPICS IN NEGOTIATION

Tuesday, February 10
1:30 p.m. – 5:30 p.m.

 

This course covers select advanced negotiation techniques useful in high pressure negotiation situations.  The course begins with an instructor debate on techniques for optimizing the structure and impact of term sheets, and explores techniques for effectively making concessions, using power and interests in negotiations, and managing deadlock situations.  Team negotiation strategies will be explored.  And the course concludes with an in-depth exploration of the most heavily negotiated financial and non-financial terms in a license agreement, providing practical advice and tools for negotiating to close.  This course is intended to empower those that negotiate regularly, regardless of experience level. 

The Negotiation Strategies and Tactics Course is part of AUTM’s highly acclaimed 4-part series of presentations designed to enhance your negotiation skills, build your confidence in preparing for negotiations and executing winning negotiation strategies. This course is intended to empower those that negotiate regularly, regardless of experience level. Prior participation in other courses presented in AUTM’s Negotiation Workshop Series is not required.