Welcome to Advanced Negotiation Skills

Course Overview | Download 2008 Brochure Next Course: March 26-27, 2008 in Philadelphia, PA

LES has teamed with Vantage Partners to present Advanced Negotiation Skills, exceptional two-day professional development experience for seasoned licensing professionals. This dynamic course offers a new level of learning to those responsible for relationship and alliance management.

Built on concepts from Vantage Partners’ international bestseller, Getting to Yes: Negotiating Agreement Without Giving In, this course will provide ways for you to energize your entire negotiating team with a proven framework for negotiating the most important licensing deals.

This course is also the first offering in the Advanced Level of the Professional Development Series (PDS) and meets one of the requirements for completing the Advanced PDS curriculum.
Why LES and Vantage Partners?

Using techniques pioneered at the Project on Negotiation at the Harvard Law School and honed through more than twenty years of work with leaders of nations and major corporations alike, Vantage Partners brings a unique perspective on conducting interest-based negotiations. LES recognizes the value this expertise will bring to all licensing executives and has worked with Vantage Partners to customize this course especially for our members. The result is a learning opportunity that is uniquely suited to the specific needs of licensing negotiations and follows the design principles of the LES Professional Development Series for hands-on, active learning.

This course will help you

• Create greater value from every negotiation, in all contexts
• Manage challenging negotiations and "hard bargainers"
• Build more productive relationships with key business partners
• Improve collaboration with colleagues.

• Separate the people from the problem
• Recognize both parties' needs and concerns and identify options and alternatives
• Communicate more effectively by inquiring, testing assumptions and building understanding
• Collaborate to create options that will satisfy both parties and meet objective standards of fairness
• Understand how influence, seniority and internal conflict can impact the ability to negotiate an agreement
• Negotiate more successfully with people who are more powerful, refuse to play by the rules or resort to "dirty tricks"
• Measure the effectiveness of a negotiation.

The art of skillful negotiation is important for all licensing executives who are responsible for negotiating deals across all industries represented within the LES membership. This course is an exclusive opportunity for senior-level licensing and business development professionals in a unique setting. Those with significant negotiating experience who have taken other negotiation courses will benefit from the systematic approach to negotiation presented in this course.

Enrollment is limited to 50.

What types of academic credit/CEUs are available?

LES has been designated a preferred provider by the State Bar of California, and the Advanced Negotiation Skills course has been approved for 9.25 MCLE credits. The Supreme Court of Wisconsin has approved the course for 12.5 hours.

Vantage Partners
Vantage Partners builds on the work of the Harvard Negotiation Project and its more than 20-year legacy of research and innovation in the field of negotiation and conflict resolution. They provide processes, tools and skills training to enable more effective negotiation, communication and collaboration. Their workshops have been delivered to more than 10,000 executives and managers in over 50 countries. For more information about Vantage Partners, please visit www.vantagepartners.com.

For more information about the course, please contact LES at 703-836-3106.

Download the Brochure