Part of the CIBC Presents Entrpreneurship 101 lecture series. For more information including a session webcast, visit: http://www.marsdd.com/Events/Event-Calendar/Ent101/2008/negotiations-11052008.html The art of effective negotiation; how to build lasting agreements without becoming either a bully or a wimp. The art of negotiation touches every aspect of our lives -- we routinely negotiate with our spouses, our children, our landlord, our employer, and so on. It is equally important in business -- we negotiate with our customers, our suppliers and our investors. This lecture, \"Negotiation for Fun and Profit,\" is given by Michael Erdle, managing partner of Deeth Williams Wall. Michael is a specialist in mediation and arbitration and gives a thorough grounding in the basics of negotiating skills. Case studies focus on issues situations most entrepreneurs will face: research projects, starting a business venture, obtaining investors and licensing a product or invention.

1. Negotiation for Fun and Profit: A Practical Guide Michael Erdle Managing Partner © 2008, Michael Erdle

16. Repeated Negotiation -1 , -1 5 , 0 Player 1 retaliates 0 , 5 3 , 3 Player 1 cooperates Player 2 retaliates Player 2 cooperates Series Payoff Matrix

22. Stroop Test

28. Dispute Resolution Arbitration / Litigation Mediation Negotiation

32. Questions?