Private Companies: Structuring the Entrepreneur 05


Course Date: June 24, 2005

Course Agenda ▼

Introduction—The “Car Negotiation Story”

Discuss Latz’s Golden Rules of Negotiation

  • setting aggressive—yet realistic—goals
  • information is power—so get it!
  • using objective criteria with “tough negotiators”
  • offer and concession strategies, including first offer issues

Discuss Negotiation Strategies

  • increasing leverage by finding alternatives
  • controlling the negotiation agenda
  • using timing and deadlines to your advantage

Prepare to Negotiate Simulation

  • learn information gathering techniques
  • analyze interests vs. positions
  • discover ways to generate creative options

Negotiation Simulation and Debriefing

Analyze Negotiation Simulation

  • competitive vs. problem solving techniques
  • future relationships issues
  • impasse-breaking strategies

Oil Pricing Exercises and Ethics Discussion

  • dealing with untrustworthy negotiators
  • ethical negotiation issues
  • “puffery” vs. ethically unacceptable lying