Knowledge and Insights Powering Independent Business

Negotiation 101: Planning for the Negotiation Process and Winning Strategies

  • Friday, January 19, 2018
  • 7:00 AM - 9:00 AM
  • The Wisconsin Club, 900 West Wisconsin Ave. Milwaukee


  • Select this option if you are not an IBAW member.
  • This option ONLY for those members who have prepaid a year's breakfast in advance.
    - Note: Membership dues do not cover breakfast registration.


Friday, January 19th

Every one of us negotiates far more than we imagine, whether with our kids to get them to do their homework, with our boss for a raise, or with an adversary in a multi-million dollar transaction. This presentation will help attendees plan for the negotiation process and how to incorporate winning strategies to become a better negotiator. The principal topics covered will include:

• An overview of what a good negotiation process looks like.
• The key components every good negotiation process must have.
• Creating your own roadmap for your negotiation process.
• Understanding the concept of subjective value and how it affects objective value oriented




Timothy A. Nettesheim, von Briesen

Tim is a shareholder Chair of von Briesen’s Capital Markets Group. Tim guides publicly and privately held clients through every stage of the business life cycle, from acquisition to sale. Tim’s passion is structuring and negotiating all aspects of buy-side and sell-side M&A deals, including financial ana- lytics and modeling, sourcing financing and capital, tax analysis, and bringing buyers and sellers together to complete their most important transactions. His team provides clients with a turnkey solu- tion that combines all legal aspects of an M&A deal with advisory services traditionally provided by investment banking boutiques.

Professionally trained at Harvard Negotiation Institute, University of Notre Dame, ENS International and the Camp Negotiation Institute, Tim is well known for his successful negotiation strategies and shares this expertise through various professional and community engagements both through specific negotiation engagements and coaching his clients, sales teams and human resource professionals on how to use formal negotiation principles in their day-to-day business activities. 

Thomas A. Myers, von Briesen

Tom is a shareholder in von Briesen’s Capital Markets group and Business Law Practice. Tom has served as lead attorney for both sellers and buyers of businesses and has represented public corpo- rations, families and leveraged buyout funds. He speaks regularly to business groups regarding all legal aspects of the business purchase process, including valuation, negotiations, taxation, business structure, documentation and due diligence, as well as the process of marketing a business for sale.


7:00 a.m. - 7:30 a.m. - Registration, coffee, networking

7:30 a.m. - 8:00 a.m. - Plated breakfast

8:00 a.m. - 9:00 a.m. - Program

9:00 am - Adjourn


Attire: Business Professional

Please note:
No refunds/credits can be issued for those unable to attend 24 hours before the event. Due to venue policy, "No shows" are charged / invoiced. 
Independent Business Association of Wisconsin • 960 Timber Pass, Brookfield, WI 53045
Ph: 262-844-0333 •  Email:
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