You strive to have a successful business, giving every ounce of energy you have to keeping it running smoothly day in and day out. What if there was one all-encompassing element that helped you to do better deals, resolve disputes and have better client relationships, business partnerships, and employee attraction and retention? What if this one thing also helped to highlight who you truly are as a person and let your core values shine through your business? Infusing your business and your life with true authenticity can do all of this and more.
Corey is a frequent speaker at entrepreneurial, business and securities industry conferences and events on many topics including those included in his Authentic Business Academy: Authentic Negotiating, Authentic Deal-Making, Building Authentic Business Relationships and Authentic Conversations About Difference. structuring, entity and platform design, mergers and acquisitions and entrepreneurship, visioning and planning, employee attraction and retention vehicles, succession planning.
True negotiating success stretches far beyond any shortcuts, tactics, or counter-tactics that could be used to get ahead while making a deal. To negotiate authentically, you must do the extensive internal work required to prepare yourself for any negotiating situation.
Kupfer’s methods turn inward in order to harness Clarity, Detachment, and Equilibrium (CDE) to conduct thoughtful and successful negotiations. By thoroughly preparing yourself and staying authentic, you can achieve more of your goals in any negotiation, keep strong relationships with those you are doing deals with, and stay calm and focused throughout the entire process.
There is a lot of internal and external work that has to be done in order to master the CDE method of authentic negotiating. Through his presentations, Corey gives you the tools needed to approach all negotiations in a way that support you to get total clarity, stay detached to the outcome as every great negotiator does and not get thrown off or triggered during the heat of a negotiation.
Authentic Deal-Making includes aspect of Authentic Negotiating as negotiating is an important part of any deal. Authentic Deal-Making, however, also includes other key elements that are crucial to successfully closing deals and having them work for all parties. These elements include deal-structuring in a manner that meets the party’s objectives, maximizes tax and other benefits and minimizes risk. It also involves knowing how to get deals done – which includes how to vet deals so you spend energy on the ones that are most likely to work and don’t waste time on those that won’t, how to prepare for a deal to increase the chances of it closing, how to properly pace the deal so you don’t lose momentum or artificially push the deal too hard, how to determine what is really important and what isn’t and how to make deals successful post-closing.
Building authentic business relationship is about more than just honesty and transparency. In addition, there is a body of personal and internal work we must do to be able to know what is authentic for ourselves first. We also need to learn to develop the connections with others, build the trust and provide the example that leads to authentic business relationships. To do this at the highest levels, we need to break through anything that stands in the way of us being willing to connect with others, to show who we really are to them and give them permission and space to be who they truly are in the relationship.
Authentic Conversations About Difference is the next step in building authentic business relationships. There are many differences that contribute to keeping business relationships inauthentic or surface. These can be based upon race, ethnicity, religion, gender, age, culture, geography and many other things. Building deeper connections across difference or perceived difference at a level that is real, deep and, often, challenging is a frontier in building team, customer, vendor and other key stakeholders that will continue to become more and more crucial in our global economy and quickly diversifying business world. Corey applies the methodology he created for his Authentic Conversations About Race program to differences of various types. This methodology has been used with great success to facilitate deep, intimate and powerful conversations for business organizations, colleges (for students and faculty) and community groups including at the World Conference Against Racism in Durban, South Africa in 2001 in which black and white South Africans had one-one-one open, intimate and meaningful Authentic Conversations About Race not long after the fall of apartheid.