Institute for

Strategic
Negotiations
Enroll in unparalleled negotiating training
from the developers of the worlds
largest library of negotiating courses.
Ratchet up your returns on negotiations by adding the following
strategies and tactics to your negotiating arsenal:
Atomic Love
Agent Stripping
Samson Option
Scorched Earth
Sequencing Negotiations
Pre-Conditions to Negotiations
Negotiating through the Media
Decision Rights
Advanced Eulogies
Signal Jamming
Fait Accompli
Defining Disadvantageous
Terms
Walking Back Demands
Negotiating Through Auctions

Emotional Pincer Movement

Malicious Obedience
Activating Enforcers
Illusion of Choice
Verbal Jujitsu
Conflicting Out Opponents
Argument Dilution
Logrolling
Negotiating through Press
Releases
The Wounded Dove
Delegitimizing Opponents
Delivering Credible Threats
Smoking Out Bluffs
Bully Retardant

The Most Intense Negotiating Training Without

Violating the Articles of the Geneva Conventions
609-919-1895 ext. 100
info@cpva.info

Enhanced Negotiating Strategies

This one day course provides attendees with a thorough overview
of best practices for managing negotiations of every kind. Strategic
insights into key negotiating tenets such as the following are discussed in detail:
Pre-negotiation due diligence
Elicitation strategies
Creating internal alignment
Fractionalizing the other side
Mapping your way to
decision makers
Optimizing the use of agents
Developing a negotiations
scorecard

Making and responding to

opening offers
Defeating common
negotiating tactics
Deciphering body language
Negotiating electronically
Concessions management
Closing negotiations
Avoiding / managing
renegotiations

This session will delve into optimizing the use of--and inoculating
yourself from--negotiating tactics such as:
Limited Authority
Good Cop / Bad Cop
Negotiating from the Grave
Human Shields
Predatory Graciousness
The Russian Front
Righteous Indignation

Exploding Offers
The Sit Down
Damsel in Distress
Lazy Lawyer
The Hindenburg
The Afterparty
Negotiating from the Podium

Among the invaluable take away lessons from this seminar are:
How to score points before the How to delegitimize
negotiations begin
unfavorable agreements
How to quickly shut down
How to minimize your
concessions
favorable negotiations
How to emasculate powerful
How to gain leverage by
aligning with allies
counterparts

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

609-919-1895 ext. 100

www.institueforstrategicnegotiations.com

Enhanced Negotiating Strategies (cont)

The courses I attended taught me how to mobilize language and
send it into battle.
Lawrence Davies, British Telecom
Case studies in this course hail from:
Donald Trump
Steve Jobs
Microsoft / Hotmail
Federal Express
Blockbuster
Lady Gaga
Whole Foods
Blackberry
Tesla

Sun Tzu
Machiavelli
Car Salesmen
The FBI
Terrorist Interrogators
Eminem
Amazon
The Beatles
The Rolling Stones

The following are upcoming sessions of the Enhance Negotiating

Strategies course:
June 13, 2016 Chicago, IL
July 26, 2016 San Jose, CA
August 21, 2016 Tel Aviv, Israel
October 22, 2016 San Antonio, TX
Enhanced Negotiating Strategies On-Site
Does your organization have six or more professionals who would benefit from negotiations training? If so, why not have the Institute for Strategic Negotiations run training run from your office? Benefits include:
Substantial savings on tuition
Elimination of time and costs related to travel
Open discussion of issues of importance to your organization as
attendance is restricted
Some customization of content
Ability to video in remote colleagues and/or archive training
Course Category:
Required

Course Delivery:
Live/Webinar

Tuition: $1,095

Hours: 8.0

Self-Study Options Are Always Available

609-919-1895 ext. 100
www.institueforstrategicnegotiations.com

Negotiating Course Electives

Below are among the more than 80 elective negotiating courses offered
by The Institute for Strategic Negotiations. To receive certification from the
Institute for Strategic Negotiations, you must complete ten credits from
the elective courses. For a complete list of electives, please visit
http://instituteforstrategicnegotiations.com/courses
Elective Negotiations Course

Hours Credits

Negotiating Licensing Agreements for Maximum

Returns

3.5

3.0

Negotiating Non-Disclosure Agreements

1.5

1.5

Negotiating with the Chinese

3.5

3.0

Negotiating with the Japanese

3.0

3.0

Negotiating Collaborative Research Agreements

1.5

1.5

3.5

3.0

1.0

1.0

Negotiating the Acquisition of Israeli Companies

Negotiating Corporate Loan Agreements

1.5

1.5

1.5

1.5

1.0

1.0

The Law and Art of Labor Negotiations

2.5

2.5

Negotiating Contracts and Disputes in China

1.5

1.5

Negotiating Capital Raises

1.0

1.0

Negotiating Software Licensing Agreements

1.5

1.5

1.5

1.5

Negotiating Equipment Lease Agreements

1.0

1.0

Negotiating Series A Term Sheets

2.0

2.0

Negotiating the Resuscitation of Broken Deals

1.5

1.5

Negotiating Asset and Stock Acquisitions

1.5

1.5

1.5

1.5

Negotiating the Purchase and Sale of Patents

1.5

1.5

2.0

2.0

Negotiating Intellectual Property in Mergers and

Acquisitions
Negotiating Creative Acquisition Financing

Techniques

Negotiating Improvement Rights and Joint

Inventions

The Role of Virtual Data Rooms in Negotiating

Transactions

Ethical Considerations in Negotiating Licensing

Agreements
Negotiating Royalty Rate Provisions in Licensing
Agreements

Cost: The cost to earn the Certified Negotiator designation from

The Institute for Strategic Negotiations is $2,420.
609-919-1895 ext. 100
info@bdacademy.com

Negotiating Course Electives (cont)

Elective Negotiations Course

Hours Credits

Negotiating Representations and Warranties in

Commercial Real Estate Contracts

1.5

1.5

Negotiating in the Shadow of Patent Litigation

1.5

1.5

Negotiating Construction Contacts

1.0

1.0

Negotiating with Private Equity Investors

1.5

1.5

Negotiating Corporate Divestitures

1.0

1.0

Negotiating in Egypt

1.5

1.5

Negotiating in the Arab Gulf Region

1.5

1.5

Negotiating Tax Disputes

1.5

1.5

Negotiating Asset Based Financings Transactions

1.5

1.5

2.0

2.0

Negotiating Joint Ventures

Negotiating in the Shadow of Litigation

1.5

1.5

1.5

1.5

1.5

1.5

1.5

1.5

Negotiating the Ownership Structure of Emerging

Companies

1.5

1.5

Negotiating High-Tech Patent Sales and Licenses

1.0

1.0

Negotiating Due Diligence Issues in Acquisitions

1.5

1.5

Negotiating Letters of Credit

1.5

1.5

Negotiating and Fairness Opinions

1.5

1.5

Negotiating Patent Infringement Indemnification

1.0

1.0

Negotiating Contracts: Techniques for Contract

Drafting

Negotiating Distributor and Sales Representative

Agreements
Negotiating Letters of Intent for Mergers

and Acquisitions

Negotiating Non-Compete Agreements

1.0

1.0

Negotiating with Asian Contract Manufacturers

1.5

1.5

Negotiating Shareholder Oppression Issues

1.5

1.5

1.5

1.5

Negotiating Carve-Out Transactions

Negotiating Asset Acquisitions

1.0

1.0

1.5

1.5

Negotiating in the Sharing Economy

1.5

1.5

Negotiating Retainer Agreements with Patent

Brokers

Special Offer:
Enroll for Negotiating Certification from the Institute for Strategic
Negotiations by June609-919-1895
15, 2016 and receive
addition three course
ext.an100
credits free.

info@cpva.info

 Negotiating Through Agents

Negotiating with the Taliban
Gaining Leverage through Due Diligence
Negotiating through the Media and Press Releases
Avoiding Making Monetary Concessions
Refining Negotiations Stagecraft and Symbolism
Negotiating in the Shadow of the Law
Using Litigation as a Negotiating Tool
Repelling Bullying Tactics
Negotiating Lessons from the Rolling Stones

Key Learnings Imparted During Institute for

Strategic Negotiations Training:

The Negotiating Confidant Program provides you with an experienced negotiating advisor who offers both high-level negotiating strategies as well as nuanced
negotiating tactics.

Negotiating Battle is a thoroughly researched, customized, mock negotiation

designed to prepare executives for real-life negotiations.

Additional Enhanced Negotiating Services Provided by the

Institute for Strategic Negotiations:

609-919-1895 ext. 100

info@cpva.info

To Register:
info@bdacademy.com
609 919 1895 ext. 100

Institute for
Strategic Negotiations
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