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WITI San Diego Regional Network
Speaker Series: "The Art of Negotiation"

Thursday, May 12, 2005
11:30 AM - 2:00 PM

Speaker Series: "The Art of Negotiation"

"THE ART OF NEGOTIATION" is an interactive workshop presented by Eric Klein, Esq., of Katten Muchin Zavis & Rozenman.

Eric presents an interactive workshop that focuses on the skills and concepts necessary to be a skilled negotiator. Negotiating skills are utilized widely by entrepreneurs and executives in many facets of their businesses; this is not an innate skill, it is one that is learned. Come and learn basic and advanced negotiation skills! Discussion points include:

--Prepare for a Winning Negotiation
--Defining Wants and Needs Properly
--Open a Negotiation Properly
--Guide the Negotiation - Agendas, Term Sheets, Forms and Leadership
--Negotiation Techniques for Telephone and Email Negotiation
--Physical Techniques in Your Negotiation - How to Get What You Want without Saying Anything
--Emotions, Rationality and Morality - A Holistic Approach to Negotiation Strategy
--The Proper Use of Food (?) and other Environmentally Based Negotiation Techniques
--Tactics and Techniques for Team Negotiations
--How to Properly Use Anxiety in a Negotiation
--Preparing for a Difficult Negotiation
--Negotiating Uphill - Dealing with Unequal Leverage
--Managing an Angry Negotiation Partner
--Successful Closing Techniques
--Negotiating with Lawyers - A "How To" Guide

"The Art of Negotiation" workshop attendees regularly report:

--Learning multiple new techniques and approaches, as well as reporting reduced anxiety about negotiations
--Acts as a good “mixer” for participants, who are involved in group exercises with their peers
--Encourages better corporate goal-setting, time management and communication
--Provides “take away” materials for use in real negotiations
--Discusses ethics and values in negotiation

Mr. Klein has presented his negotiation techniques seminars to groups across the United States, including:

--Lead companies like Nike
--Entrepreneurial associations such as Women in Technology International, Los Angeles Regional Technology Alliance and others
--Lawyers, investment bankers, management teams and venture capitalists
--Professional associations like the National Association of Recording Industry Professionals

Join us!

About Our Speaker(s)

Bio of Eric A. Klein, Esq:

Eric A. Klein
Katten Muchin Zavis Rosenman
2029 Century Park East, Suite 2600
Los Angeles, California 90067-3012
(Los Angeles Co.)
Telephone: 310-788-4400
Fax: 310-788-4471
email: [email protected]

Eric Klein is a partner in the firm's corporate group and a leader of the Katten Muchin Zavis Rosenman's West Coast mergers and acquisitions and securities law practice. He assists clients with negotiated and hostile acquisitions, cross-border acquisitions, going private transactions, venture capital financing and strategic partnering. He represents both privately held and publicly traded companies, working with both emerging companies and Fortune 500 companies.

Mr. Klein recently represented an American company in two separate acquisition transactions involving control of Canadian public companies in the health care sector. He also advised on a negotiated transaction between an Indian public company and a United States entertainment public company, which involved going private and delisting issues. In past years, Mr. Klein represented TDK Corporation in the first Japanese tender offer ever for a United States semiconductor company. He also represented a large Japanese company in a competitive acquisition and going private transaction for one of the largest nutraceutical companies in the United States. Recent private company transactions include sales of a medical device products division to a public company, sale of a privately held genomics company to a Canadian public company, a strategic alliance and investment transaction between two enterprise companies, and a corporate control contest for a privately held telecommunications company.

Eric Klein has extensive experience with issues confronting newly formed, emerging and middle market companies. Having practiced in San Francisco and Los Angeles, he has represented numerous founders, venture capital investors and growth companies in a wide range of industries, including health care, Internet, computers and software, biotechnology, medical devices and technology, entertainment, publishing, retail and consumer goods, financial services and consulting. Mr. Klein has worked closely with management and investors to structure and form companies, negotiate compensation arrangements, raise capital through public and private securities offerings, enter into corporate partnering and distribution arrangements and undertake mergers and acquisitions. Mr. Klein's practice also includes corporate governance, intellectual property, privacy and information technology matters, domestic and international commercial transactions and general corporate law.

Prior to joining Katten Muchin Zavis and Rosenman, Mr. Klein was a founding partner in the Los Angeles firm of Klein & Martin LLP and grew it from sixteen attorneys before its merger with Shaw Pittman LLP in 2001. He also practiced in the Bay Area with McCutcheon Doyle Brown and Enersen and Howard, Rice, Nemerovski, Canady, Falk and Rabkin.

Mr. Klein earned his A.B., magna cum laude, from Princeton University in 1981. He received his J.D. from Boston University School of Law. Mr. Klein has been active in professional organizations and has published articles in a number of legal publications. He is a member of the Board of Advisors for the UCLA Anderson School of Business Ventures Program, is a member of the Association for Corporate Growth Los Angeles Program Committee, served for years on the Executive Committee of the California Institute of Technology/Massachusetts Institute of Technology Enterprise Forum, and is a member of the Software Council of Southern California - Los Angeles Executive Committee. Mr. Klein also teaches at the UCLA Anderson School of Business on business planning, enterpreneurial operations, securities law and intellectual property issues. He has developed a specialty in negotiation and has trained many business leaders, lawyers and entrepreneurs in basic and advanced negotiation techniques. He has received the hightest quality rating of "AV" from the Martindale-Hubbell legal directory and is admitted to practice in California.

Event Date and Venue

This event will be held from 11:30 AM - 2:00 PM on Thursday, May 12, 2005 at:

    Avanir Pharmaceuticals Conference Center
    11404 Sorrento Valley Road
    San Diego, California 92130

Driving Directions:

From the south (I-5):

Going north on Interstate 5,
Take the Sorrento Valley Road exit
Turn left onto Roselle Street
Turn right onto Sorrento Valley Blvd.
Turn left onto Sorrento Valley Road

From the south (I-805):

Going north on the 805 freeway,
Take the Sorrento Valley Road exit
Turn right onto Vista Sorrento Parkway
Turn right onto Sorrento Valley Road

From the north (I-5):

Going south on the Interstate 5,
Take the Carmel Valley Road exit
Turn left onto Carmel Valley Road
Turn right onto El Camino Real
Turn right onto Carmel Mountain Road
Turn left onto Sorrento Valley Road


11:30 AM - 12:00 PM: Registration/Networking/lunch
12:00 PM - 2:00 PM: Workshop Program/Q&A (short break included)


Pre-registration for this event is closed and on-site registrations will not be accepted.

About Our Sponsor(s)

Katten Muchin Zavis Rosenman is a national, full-service law firm with offices in the nation’s largest centers of business, government, finance and technology. Our 600 attorneys in more than 50 practice areas provide timely and cost-effective counsel to clients in numerous industries. We are business advisors and advocates for a wide range of public and private companies - from entrepreneurial, emerging-growth, and middle market firms to global Fortune 100 corporations - as well as government entities and major universities, museums and other charitable and cultural organizations.

Based on a survey of corporate counsel at Fortune 1000 companies, we have been placed on BTI Consulting’s Client Service A Team. Our leading practices and attorneys have been recognized in Chambers & Partners Guides, Who’s Who Legal, Leading Lawyers Network, Corporate Counsel, and the Expert Guides published by Euromoney Institutional Investor PLC. In addition, Corporate Board Member has recognized the Firm based on its survey of CEOs and directors of major public companies.

Contact Us

For more info regarding registration or event details, please contact Jennifer Beckey (858-344-3825) ([email protected]).

For more details about pre-registration, contact Tech Support.