20 participants of Waterbergh's two-day management seminar on Business Development & Negotiations received their certificates.
The 13-hour intensive training covered the following topics:
Basic of B2B sales
Identification and contacting of target companies
The partnering process
Drafting and negotiation of the term sheet
Typical provisions of a licensing term sheet
The Harvard concept of negotiation
Preparation, execution, and closing of the negotiation
Negotiation tactics