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YOU Can Be the Best Negotiator in the Room: Enterprise SaaS & Cloud Deal Negotiations
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A senior executive’s ability to negotiate is in many ways the most important skill an executive can have. This evening's session, Technology Lawyer, negotiator, author and frequent speaker on negotiating skills, Mark D. Grossman will give you the benefit of what he learned in his 30 plus years as a negotiator.

 Export to Your Calendar 9/27/2017
When: 9/27/2017
5:30 PM
Where: 21 Club
United States


Online registration is available until: 9/26/2017
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A senior executive’s ability to negotiate is in many ways the most important skill an executive can have. During the first part of this evening's session, Technology Lawyer, negotiator, author and frequent speaker on negotiating skills, Mark D. Grossman will give you the benefit of what he learned in his 30 plus years as a negotiator.
During the second part of this evening's session, Mark will focus on cloud and SaaS deal negotiation. It is a truism that enterprises of all sizes are now comfortable with SaaS and cloud solutions. However, SaaS and cloud deals raise many complex legal issues that need to be thoroughly negotiated and documented in your agreements.
During this portion, Mark will speak to the unique customs, usages, and norms of SaaS and cloud deals, and the particular provisions that are critical to agreements in this area. The discussion will include issues common to SaaS and cloud agreements including PII, cybersecurity, SLAs, data ownership, warranties, and limitations of liability.
Your key takeaways will be:
Understanding BATNA - Best Alternative to a Negotiated Agreement
Why Mark does not believe in "win-win" negotiating
If not "win-win," what Mark believes is the goal of your negotiations
Learning to listen better during a negotiation and understanding why that is an important negotiating skill
Knowing how to get the other side to reveal their unspoken agenda
Using an important lesson in team negotiating strategy from Marlon Brando in “The Godfather"
Norms in the industry for SaaS and cloud deals
How to protect your data in the cloud
Strategies to keep your SaaS and cloud agreements out of court
Understanding how a bad limitation of liability clause can emasculate your SaaS or cloud agreement
How to avoid agreeing to a SaaS or cloud deal that puts YOU at risk of having to refresh YOUR resume

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