General Assembly Boston - Negotiation Techniques

When: Sat December 15, 2012 1:00 pm

Organization: General Assembly Boston

Location: GA Boston, Cambridge Innovation Center, One Broadway, 5th Floor, Cambridge, MA


Negotiation Techniques 

Sarah Reed, Charles River Ventures

Saturday, December 15, 2012  1pm-4pm

Have you ever had trouble getting what you want? Do you agonize over whether to ask and how to ask for what you want? These are questions that everyone has whether you are negotiating a term sheet, haggling with your cable company, or trying to agree on what movie to watch with your significant other. Being able to negotiate is something that everyone should know, whether you are a professional or a student. By conducting live role-playing negotiation exercises in class, you will gain important insights into what you do well, and what you do poorly when you are at the bargaining table. 
In this class, you will learn specific tactics that can be used in any kind of setting where there are two opposing parties.  You will learn various techniques for dealing with counterparties, how to frame your own requests, and what the heck ZOPA and BATNA mean. We will also touch on gender issues and cross-cultural issues that come up in negotiations.
Come find out just how good of a negotiator you are!

Prerequisites: None

1-2pm Lecture on Negotiation Tactics
2-3pm Practice Negotiating in Pairs
3-4pm Presentations and Feedback

About the Instructor:

Sarah Reed is Charles River Venture's General Counsel. She is a recognized expert on legal aspects of venture capital financings. Sarah is the founding chairperson of an industry-wide, NVCA-endorsed initiative to create model venture financing legal documents. Sarah was previously a partner at Lowenstein Sandler and General Counsel at Palomar Medical Technologies, Inc. (a Nasdaq-listed laser medical device manufacturer). Sarah earned her BA from Harvard College and her JD from Harvard Law School, where she never met Barak Obama, but did meet and marry Tom Reed, whom she married.