How to Create a Successful Event Experience (Part 1 of 3)

Want to know how to better engage your audience for events? Here’s one clue, Facebook is probably not your best resource for B2B sales. Watch Part 1 of “How to Create a Successful Event Experience” for proper ways to better reach your audience.The post How to Create a Successful Event Experience (Part 1 of 3) appeared first on Channel Maven Consulting.

Deal Making: When You Hold All the Cards

Consider the following hypothetical negotiation scenarios, in which you seem to hold all the cards:

- One of your customers has just landed a lucrative new contract, and you’re the only supplier who can add a critical component to that customer’s production process.

- You own a controlling interest in a publicly traded company and are seeking to buy out the minority shareholders and take the company private [LINK to Michael Dell’s Negotiations with Shareholders article].

Have You Negotiated How You’ll Negotiate?

A large pharmaceutical company was engaged in licensing negotiation with a small biotech firm over the terms of a technology transfer.

When the talks reached a standstill over royalty rates, the two sides began an all-weekend marathon session.

Each side came armed with supporting arguments and data, but, by Sunday afternoon, they had failed to converge toward the center.

Business Negotiations: Imposing Procedural Constraints

Sometimes the courts will be unwilling to get involved in the substantive terms of the deal but will impose procedural constraints on the more powerful party.

Consider the case of a controlling shareholder in a publicly traded company - someone who holds more than 51% - who wants to “cash out” the minority shareholders.

Under the corporate law of every state, the board of directors and majority shareholders must approve the terms of the offer.

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