Gain a better understanding of how to negotiate agreements and better position your business for a sale.
Master negotiators are a rare commodity. Negotiation itself is a useful tool of human behavior and as such can be mastered with study and practice. Negotiation is a cooperative enterprise. This course details how negotiation is a behavioral process and not a game with winners and losers. In a good negotiation, everybody wins something. Common interests should be pursued.
Learning Objectives
- You will be able to define negotiation itself.
- You will be able to explain the negotiation concepts of framing, anchoring and concession.
- You will be able to identify the proper steps in the business selling process and how to prepare for the negotiation phase.
- You will be able to recognize the importance of a win-win negotiation.
Agenda
Importance of Communication
- Ensures Negotiation Proceed With Accurate Information
- Ensures Agreement on the Financial, Legal, and Operational Aspects of the Transaction
- Identify and Address Potential Risks Early
Building Trust
- Foster Mutual Trust, Especially If the Seller Will Transition to the Buyer’s Team
- Emphasize Good Listening, Transparency, and Organized Data Sharing
Speakers
Joseph Oddo,
A. Neumann & Associates, LLC- Managing Director at A. Neumann & Associates, LLC (ANA)
- Over 20 years of experience in dealmaking, business ownership, consulting; sales management training, political campaign/PAC management, and non-fiction writing
- Practice includes building a network of business owners and representing ANA at expos and networking events, while facilitating business sales through a 20-step process that includes valuation preparation, marketing, buyer solicitation, negotiations, and closing
- Speaker/instructor and has authored a dozen articles on various business topics, including ‘The Entrepreneur’s Toughest Decision,’ featured on the A. Neumann & Associates, LLC website
- Former founding Internet Sales Manager for a high-volume retail auto dealer which included building a department from scratch, growing it into a six-person team in three years, increasing sales to over 17% of the company’s total, and implemented a step-by-step process for generating, closing and managing leads that significantly boosted profitability
- Recruited by Ford Motor Company to participate in a 10-member lead management council at Microsoft to evaluate and recommend changes to corporate-wide lead management marketing software
- As political campaign manager coordinated statewide ballot access drives and directed daily campaign operations for at least ten candidates running for federal, state and local office with various roles as founder, director, organizer, fund-raiser and press coordinator.
- Grad study in E-Comm; University of Virgina; B.S.S degree in public policy (major) and political campaigns and international relations (minor), Penn State Harrisburg
Who Should Attend
This live webinar is designed for business owners, CEOs, COOs, presidents and vice presidents, attorneys, directors, managers, accountants, and marketing professionals.
