Business Negotiations Workshop for Entrepreneurs

Expert Dr. Federick Beuk will lead an informational presentation on negotiations followed by an actual activity that involves the participants to incorporate and practice their learnings experientially during the workshop.

Entrepreneurs will learn:

• Fundamentals of preparing for negotiations (walk-away point, interests of each party, offers/option that you'd like to offer, BATNAs, etc)
• Negotiation techniques and how to use them
• How to creatively prepare deals and settle debates over deals/contracts
• How to compromise for a win-win solution

Instructor Bio:

Dr. Frederik Beuk is an associate professor of marketing at the University of Akron and teaches in the Fisher Institute for Professional Selling. He received his Ph.D. from the University of Illinois at Chicago. Beuk’s research focuses on the interaction between the sales force and new product development. His work has been published in journals such as the Journal of Product Innovation Management, the Journal of Personal Selling & Sales Management, Creativity and Innovation Management, The Journal of Product & Brand Management, and the Journal of Marketing Education. At UIC he taught an elective on new venture creation. He is also a budding entrepreneur himself, being the owner of Simusell.com, an academic sales management simulation game. At the University of Akron, Dr. Beuk teaches strategic marketing, professional selling, sales management, and business negotiations at the undergraduate and MBA-level. Prior to joining academia, he worked for Unilever in the Netherlands, Belgium, and Chile.

Directions:

If coming in at High St entrance, room will be to your left.

If coming from Parking Deck, go past the security desk, up the stairs, and the room will be on your left.