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Negotiations - an introduction

Hi all,

As part of our business series, the negotiation replay is now available at the normal price here, ISDA negotiators abroad may be especially interested, in particular if they have difficulty obtaining training from the head office.

EUR 149 may appear a bit steep for a 45-minute introduction to negotiations, but if you consider that any one of these tips could potentially either save someone from getting fired, or save a company from having to pay millions and even hundreds of millions of dollars down the line to fix the problem (and various companies around the globe could attest to that), it suddenly appears to be rather good value.

And after all, EUR 149 is probably worth between half and 1/3 of a days work for most commercial negotiators at big companies - not much to save a career or a company.

If you are not a commercial high-volume negotiator in a big company or at least have a good knowledge of inter-company systems, it may be of less interest to you, and the discounted version yesterday would likely have been a better deal, because you'd be missing quite a bit of context. Explaining systems issues would take too long in an introduction video, would not be possible without breaching confidentiality, and systems vary from company to company. Commercial negotiators will be or should be aware of their own company's systems, at least to some extent.

However, if you just occasionally negotiate contracts in your own company, or you teach negotiation without having negotiated in big companies, there are still principles that may be of some benefit to you, and we have added examples of how to apply the principles that are proven to work, without necessarily adopting the same values (e.g. replacing money as primary goal with contribution or environmental protection), however, the course will not necessarily be tailored to you.

ISDA negotiators in banks, asset managers, or insurance companies, however, will likely benefit greatly, especially when training from internal legal departments is hard to get access to. The principles taught are designed to make operations generally safer, which should benefit society as a whole. I, myself, ended up with a house full of pets because local shelters overflowed after people lost their houses due to the credit crisis, which was caused by Lehman Brother's demise, and a lot of the principles I am going into in this call came out of this crisis and were implemented to make banks safer and therefore protect society - including the animals that live with us. It is also a guide for those entering a new profession on how to quickly work themselves into this particular profession, which can be seen as extension of our Jobs Webinar (which can be accessed here), while at the same time pointing out the likely future of the profession to prepare those in it for the coming changes.


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