negotiations - entrepreneurship 101

NEGOTIATIONS Strategy and tactics for the real world

Ted Maduri and Andrew Lord, Davis LLP

AGENDA

•  Negotiation theory •  Negotiation strategy

•  tips •  practical examples

•  Negotiation tactics •  tips •  practical examples

•  Top Tips (to print out and put beside your bed)

NEGOTIATION THEORY

Fundamentals

NEGOTIATION STRATEGY

“That’s  the  difference  between  you  and  me:  you  want  to  lose  small,  I  

want  to  win  big.”  

“The  game  is  out  there.    You  either  play    or  get  played.”  

Doing  your    homework  

Preparing  your  team  

Developing  other  opCons  

NEGOTIATION TACTICS

CreaCng  deal  tension  

Using  Cme  to  your  advantage  

Being  the  aggressor  

Chipping  away  

Bundling    issues  

Appealing  to    higher  authoriCes  

Dividing    and  conquering  

Breaking  deadlocks  

Pressing  the  big  red  buIon  

Top Fourteen Tips Strategy 1.  Determine your goals

(e.g., short vs long term) 2.  Know the rules of the

game 3.  Do your homework 4.  Prepare your team 5.  Make sure you have a

Plan B

Tactics 6.  Creating tension 7.  Using time to your advantage 8.  Being the aggressor 9.  Chipping away 10. Bundling issues 11. Appealing to higher

authorities 12. Dividing and conquering 13. Breaking deadlocks 14. Pressing the big red button

THANK YOU! Ted Maduri

Partner, Toronto 416.941.5412

tmaduri@davis.ca

Follow us @DavisLLP @tedmaduri

This presentation is intended to provide general comments on developments in the law. It is not intended to be a comprehensive review nor is it intended to provide legal advice. You should not act on information in the presentation without first seeking specific advice on a particular matter.

Andrew Lord Partner, Toronto

416.369.5264 alord@davis.ca

Attribution

•  “That’s the difference…” and image, Suits •  “The game is out there…”, The Wire •  “Getting To Yes” image: cover of Getting to Yes: How To Negotiate

Agreement Without Giving In (Fischer, Ury and Patton) •  Other images obtained under creative commons licenses from

https://unsplash.com/, http://www.lifeofpix.com/, http://deathtothestockphoto.com/, https://stocksnap.io/, http://www.freestockphotos.biz/ , http://commons.wikipedia.org/ (user:Yarl)