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Managing the Deal Process: Auctions, Negotiations & “Negotiauctions”

Professional Best Practices
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What happens when suddenly a negotiation falls apart? Presented by Prof. Guhan Subramanian of Harvard University, the Managing the Deal Process program synthesizes best practices and cutting-edge strategies for managing these situations. For “process setters,” this session will provide a framework for deciding when to hold an auction, and what kind of auction to use. For “process takers,” this session will highlight three classes of moves that often distinguish the great negotiators from simply very good ones in competitive bidding situations: setup moves, rearranging moves, and shut-down moves.

Runtime: approximately 80 minutes
This course confers 1.5 CEU credits for CTAs and CTPs.

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Member Price: 
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