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Building relationships and focusing on business terms with potential partners are key while not letting cultural differences get in the way while negotiating abroad. This seasoned negotiator in international transactions presents a comprehensive primer on how entrepreneurs can undertake effective global, business negotiations.
A strong knowledge of markets and values and knowing up front what you want to achieve are keys to successful negotiations. This entrepreneur tells the story of how the creative structuring of a unique deal became a success for all parties involved.
This negotiations expert provides do's and don'ts for closing a deal. One important set of tactics: going in with all the facts, understanding both parties' wants and needs, and adjusting strategies to succeed.
The challenges of working for both the talent the company represents and the clients who buy that talent are discussed by this veteran negotiator. The most important factors in her success: knowing the product and understanding what clients really need.
The author, a distinguished global expert on negotiations, argues the Knowledge Revolution makes it especially easier for both sides of a negotiation to gain. With this Revolution comes a revolution in decision making and dispute resolution, leading to networks of negotiation.
This entrepreneur's case study on a biopharmaceutical company shows the critical role negotiations play in commercializing technologies. He organizes tech-transfer negotiations into three phases: trust-building, intellectual property negotiations, and post-licensing.
A due diligence checklist can provide a comprehensive assemblage of company information an entrepreneur needs in advance to negotiate effectively. This checklist is used by Corey Schwartz, entrepreneur and finance expert, in his negotiations to buy and sell companies.
This video excerpt features Roger Dawson discussing a common negotiations pitfall known as nibbling and shows how you can avoid falling into this trap before closing a deal.
"Learning to improve your negotiating skills is the highest and best use of your time," says Roger Dawson, a topic expert on negotiations. Dawson provides a series of strategies that entrepreneurs can use to improve their negotiating skills.
Gil Penchina, CEO of Wikia, and an 8-year veteran of eBay, contrasts his experiences and lessons of working in a big company with heading a small start-up.
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