Negotiating: Beyond Leverage

This program has two parts. The first part examines anecdotally those skills required to conduct an effective negotiation and which are embodied in the acronym, BLIP. The program also introduces the negotiator's prayer: 

Please, let the person on the other side of the table be the smartest person in the world.

The second part of the program treats the negotiation of some specific contracts and contract terms, including warranties and indemnities; term sheets and letters of intent; confidentiality agreements; options; and non-compete clauses, including the FTC's proposed rule banning them.

Learning Objectives:

1. Dispel some myths about negotiating

2. Examine, by example, the application of the four basic principles: Belief, Leverage, Importance, and Patience

3. Address concerns and provide solutions in negotiating and drafting the contracts and contract terms noted above