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Title: Addressing Value Drain in Dealmaking

Speaker:Dr. Paul Papayoanou - Senior Advisor, Decision Frameworks

Bio: Dr. Paul Papayoanou is Senior Advisor at Decision Frameworks and developed Strategic Gaming, a novel and practical game theory approach for business strategy and negotiations. With more than 20 years of strategy consulting experience, he has worked on nearly 200 strategy and negotiation engagements, helping large and small companies in various industries to capture billions of dollars in value. He also helped to instill game theory capabilities at Chevron and to lead efforts to improve DA/DQ and the use of game theory at Shell. He has delivered training to over a thousand business professionals and lectured on game theory and business at Harvard, Rice, Stanford and several other universities. Dr. Papayoanou has been a Fellow of the Society of Decision Professionals since 2011 and is the author of Game Theory for Business, as well as several articles in business publications. His most recent, "Addressing Value Drain in Dealmaking,” appeared in the Fall 2023 issue of Management and Business Review.

Abstract: Does your organization often leave value on the table in negotiating agreements? Do deals fail to close in a timely manner? Do agreements sometimes unravel? This webinar discusses why value is so often not captured in negotiating agreements and how companies can use lessons from game theory and a practical game theory approach to effectively and efficiently develop strategies and tactics for negotiating high value deals.