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It has been said that negotiation is more art than science; I would wager that if you ignore the science, you'll land some pretty lousy deals. This course is intended to be an overview of the finance role in contract negotiation. The course begins with a brief overview of the touch-points where finance interacts internally and externally. We then investigate selected process points and discuss potential roles that finance plays in informing and guiding the negotiation. The course closes with case study examples of deals, and how influence on the structure did affect or should have affected the business results.
Learning Objectives
- Explore the varying roles of finance in the negotiation process.
- Identify areas where your role can effect positive outcomes in deals and in the larger relationships.
- Explore how to become a trusted information hub, so that you are in a position to influence both particular deals, and the overall process.
- Explore how to be prepared to participate in negotiations, with increased competence in exerting influence over the process and the progress of business deals.
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Prerequisites
Prerequisite: Basic familiarity with commercial or similar agreements.
Advanced Preparation: None
Education Provider Information
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