Description

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.