Enhanced Negotiating Techniques Seminar

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Enhanced Negotiating Techniques Seminar

This Disruptive Nation 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, Jeff Bezos, Steve Jobs, Wayne Huizenga (Blockbuster Video), and Fred Smith (Federal Express) 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 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

Course Leader: David Wanetick, CEO, Disruptive Nation and Author of The Strategic Negotiator: A Manual for Negotiating at the Elite Level

Date: September 13, 2022

Time: 12 noon Pacific

Fee: $45

Approx. 1.0 hours