Enhanced Negotiating Strategies (Amsterdam, Netherlands - July 23-24, 2018)

  • ID: 4422606
  • Conference
  • Location: Amsterdam, Netherlands
  • 2 Days
  • BDA/Business Development Academy
  • Conference Dates: July 23-24, 2018
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This two-day 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, Jack Ma (Alibaba), Jeff Bezos (Amazon), John Mackey (Whole Foods), Ted Turner, Wayne Huizenga (Blockbuster Video), Sabeer Bhatia (Hotmail), Donald Trump, Eminem, Van Halen, Lady Gaga, and the Girl Scouts will be dissected.

All attendees receive a complimentary copy of David Wanetick's new book "The Strategic Negotiator".

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
  •     Best practices for unwinding ultimatums
  •     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 terrorist interrogators, car salesmen, Machiavelli and Sun Tzu

Among the invaluable take away lessons from this seminar are:

  •     How to score points before the negotiations begin
  •     How to minimize your concessions
  •     How to emasculate powerful counterparts
  •     How to delegitimize unfavorable agreements
  •     How to quickly shut down unfavorable negotiations
  •     How to gain leverage by aligning with allies

Case studies in this course hail from:

  •     Elon Musk
  •     Steve Jobs
  •     The Rolling Stones
  •     Donald Trump
  •     Mark Zuckerberg
  •     Lady Gaga
  •     Michael Jackon
  •     Sun Tzu
  •     Machiavelli
  •     David Beckham
  •     Ronald Reagan
  •     Terrorist interrogators
  •     Eminem
  •     Warren Buffett

Please note, events may be cancelled due to commercial or organisational reasons. In this case Research and Markets will refund all registration fees which have already been paid. Research and Markets will not refund any charges arising from the participant having to cancel or re-book transportation or accommodation which he or she has arranged.
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Course Length: Approx. 16.0 hours

All sessions run from 9:00 am to 5:00 pm on both days.

This session will delve into methods to neutralize common negotiating tactics such as:

  •     The Circular Saw
  •     Scorched earth
  •     Exploding offers
  •     Glass housing
  •     Damsel in distress
  •     Lazy lawyer
  •     The Moonwalk
  •     Power of precedent
  •     Contract archeology
  •     Predatory graciousness
  •     Advanced eulogy
  •     Signal jamming
  •     Emotional pincer movement
  •     Malicious obedience
  •     Negotiating behind human shields
  •     Negotiating from the grave
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"The courses I attended taught me how to mobilize language and send it into battle."
Lawrence Davies
British Telecom

"I thoroughly enjoyed attending the ISN courses. Great insights from business, politics and history were shared. The ISN courses tremendously improved my negotiating skills."
Michael Gorman, CEO
Corus Homes

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  • David Wanetick Mr David Wanetick,
    Managing Director ,
    Business Development Academy

    All Enhanced Negotiating Strategies courses are taught by David Wanetick, the course creator and author of The Strategic Negotiator: A Manual for Negotiating at the Elite Level.

    David is also the CEO of the Institute for Strategic Negotiations, which maintains the world’s largest library of negotiating courses. For more than 20 years, David has negotiated licensing transactions, spin-offs, capital raises, joint-ventures, and exits alongside and against Fortune 500 companies, government entities, universities, commercial bankers, private equity firms and venture capitalists.

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Venue to be announced shortly.

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