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Tampa Bay SIM October Event
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When: October 12, 2017
6:00 PM - 8:00 PM (EDT)
Where: 4040 W Boy Scout Blvd
Tampa, Florida  33607
United States

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YOU Can Be the Best Negotiator in the Room:

Every Great Tech Leader is a Great Negotiator

A senior tech executive's ability to negotiate is in many ways the most important skill a tech executive 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 negotiator.

After Mark's talk, you will be able to:

  • Determine your BATNA - Best Alternative to a Negotiated Agreement
  • Handle people who use bullying as a negotiating tactic
  • Listen better during a negotiation and understand why that is an important negotiating skill
  • 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 "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"
  • Understand how and why Mark's daughter became a great negotiator





About Our Facilitator, Mark Grossman


Mark is a sought-after keynote speaker, negotiator, technology lawyer, and author of “Technology Law, What Every Business (and Business-Minded Person) Needs to Know”. Since 1995, Mark has spoken at over 300 events worldwide.

Mark’s keynote showcase his sophisticated business savvy as a deal maker and negotiator, and highlight the quick-witted style of presenting complex concepts in a way that entertain and inform audiences worldwide. Mark brings the same clarity and humor to speaking that he brought to his weekly “TechLaw” column in the “Miami Herald”.

Mark has negotiated deals into the hundreds of millions of dollars, including a $200+ million deal with IBM, and deals with some of the best-known brands in the world including General Electric, General Motors, Verizon, IBM, American Express, AT&T, Computer Associates, Computer Sciences, Levi Strauss & Co., Amazon Web Services, HP, Oracle, Fox News, ESPN and many other large privately held businesses and Fortune 500 companies – the list goes on into the hundreds.

Since 2003, Mark has appeared in Best Lawyers in America. In 2016 and again in 2018, Best Lawyers named him “Lawyer of the Year” for Technology Law in New York City. Each year, Best Lawyers names a single lawyer in each specialty, in each community, as the “Lawyer of the Year”. Mark’s selection a second time for 2018 is unprecedented. Those honored receive outstanding ratings in the confidential peer-review survey in which over 25,000 leading attorneys cast about two million votes on the legal abilities of other lawyers in their specialties. Inclusion in Best Lawyers is considered a singular honor because lawyers do not pay a listing fee. “Corporate Counsel” magazine has called Best Lawyers “the most respected referral list of attorneys in practice”.

Best on yet another survey of his peers, New York Super Lawyers has had Mark on their list every year since 2015. Super Lawyers are those who were in the top 5% of the vote in a state. Mark is a frequent guest on television and radio, offering his point of view on topical legal issues today’s news cycle. Appearances include CNBC’s “Closing Bell”, Bloomberg TV’s “Bloomberg West”, ABC’s “Nightline”, Wall Street Journal Radio and NPR.

Mark has written hundreds of columns for PC World Magazine, South Florida’s Daily Business Review, and the Miami Herald. He is a member of the National Speakers Association, a collective of speaking professionals that includes experts in a variety of industries and disciplines. Mark is a cum laude graduate of Georgetown University Law Center in Washington, D.C. and received his B.A. with high honors from Stony Brook University.



6:00 PM – Networking

6:30 PM – Dinner

7:00 PM – Presentation

8:00 PM – Wrap up

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