M ONDAY, OCTOBER 14, 2013 continued
SESSION CONTENT
4:00- 5:30pm The Secret Lives of Master Negotiators: To Bid or Not to Bid, That Is the Question Dr. Robin L. Pinkley, Ph. D. Professor of Management and Organizations | Cox School of Business, SMU and Founder M2M Center for Profitable Negotiation | Southern Methodist University and M2M Center for Profitable Negotiation Dallas, TX
M ONDAY, OCTOBER 14, 2013 continued
1:30- 1:45pm Business Valuation Committee Update Robert Morrison, Chair
1:45- 3:00pm New Developments in Cost of Capital Roger Grabowski, ASA Managing Director | Duff & Phelps Chicago, IL
Shannon Pratt, FASA, CFA, ARM, ABAR, MCBA, CM & AA CEO | Shannon Pratt Valuations, Inc. Beaverton, OR
Cost of capital is a continually evolving area as“ theories are in their infancy.” 1 In this session we will share some of the new insights we learned into how the market prices risk as we were preparing the upcoming Cost of Capital: Applications and Examples 5th Ed. Among the topics we will discuss are the risk-free rate, equity risk premiums, company specific risk, size and private capital markets.
1
John C. Cochrane,“ Discount Rates,” American Finance Association Presidential Address, Jan 8, 2011.
3:30- 4:00pm Appraisal Foundation Update David S. Bunton President | The Appraisal Foundation Washington, DC
Mr. Bunton will provide an overview of The Appraisal Foundation, its relationship with ASA and an update on its current projects and activities. He will also discuss the recently created Appraisal Practices Board( APB) and Alliance for Valuation Education.
For the last twenty years Dr. Robin Pinkley has conducted research to determine what distinguishes the most successful and elite class of negotiators –“ Master Negotiators”, from others and applied these secrets to the important negotiations faced by her world class clients. Based on this research and the successful application of these strategies to real-world negotiations, Dr. Pinkley has created the novel Gain-Gain Approach to Profitable Negotiation heralded by many in the press and commercial industry as“ a step beyond Win-Win” for its superior ability to enhance negotiator profitability while maintaining or improving relationships. This profitable, yet principled approach has been found to increase effectiveness and efficiency in both personal and professional settings and can be applied to any negotiation in this competitive marketplace including sales, procurement, mergers and acquisitions, or labor contracts.
During the presentation participants will be exposed to the stateof-the-art Gain-Gain approach to profitable negotiation and learn: ways to avoid the costly negotiator biases commonly held by expert and novice negotiators; how and why bidding and counter-bidding strategies impact perceptions of value, satisfaction with outcome and willingness to accept an offer; and how real and imagined alternatives have on perceptions of relative power, negotiator strategy and outcome.
Tuesday, October 15, 2013
8:00- 9:00am State of the Economy: US Macro Overview Richard W. Peach, Ph. D. Senior VP | Macroeconomic and Monetary Studies Function Federal Reserve Bank of New York New York, NY
This session will offer a general overview of US macroeconomic conditions. This information will be used to help explain and put into context the current stance of monetary policy.
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