All times below for the listed sessions are Eastern Time.
Registration will be open. Please bring your registration form.
Selecting a vendor can be very time consumming. Learn the multiple solutions from experts that deal with this issue.
Privacy is one word that means a thousand things to companies, law firms, government agencies and law enforcement. The new world of the EU/US Privacy Shield and the GDPR
A lawyers’s ability to negotiate is in many ways the most important skill a lawyer can have. In this session, technology lawyer, negotiator, author and frequent speaker on negotiating skills, Mark Grossman will give you the benefit of what he learned in his 30 plus years as a technology lawyer and negotiator.
In this session, you will learn to:
Understand the importance of knowing your BATNA - Best Alternative to a Negotiated Agreement
Understand why listening is an important negotiating skill
Handle people who use bullying as a negotiating tactic
Use the mere passage of time to your advantage
Get the other side to reveal their unspoken agenda
Trade items that are unimportant to you to gain important concessions
Strategically use escalations to gain concessions
Appreciate the significance of this Grossman-ism – “He who drafts sets the agenda”
Differentiate those rare situations where email negotiations help
Use WebEx to speed up your negotiations
Use "authority" and “lack of authority” strategically
Understand how to use back channel communication effectively
Negotiate precise contract language
Use an important takeaway in team negotiating strategy from Marlon Brando in “The Godfather"
How to leverage technology to become a rockstar.