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Contracts & Negotiations Educational Forum
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Contracts & Negotiations Educational Forum
December 7 - 8, 2017
Vanderbilt University
Nashville, TN

The Contracts & Negotiations Educational Forum will take place at Vanderbilt University in Nashville, TN.

Schedule (Preliminary)

December 7

8:30 a.m. – 9:00 a.m Registration
9:00 a.m. - 10:30 a.m. Welcome and Keynote speaker                  
10:45 a.m. – 12:15 p.m. Module 1 and 2      
12:30 p.m. – 1:30 p.m. Lunch
1:45 p.m. – 3:15 p.m. Module 2 and 3
3:30 p.m. - 4:30 p.m.     Ignite Sessions
December 8
8:30 a.m. – 10:00 a.m. Module 1 and 3
10:15 a.m. – 11:15 a.m.         Presenter Panel Q&A
11:15 a.m. – 11:30 a.m. Closing and Evaluations

: Attendees will be assigned a group during on-site registration and rotate between the three modules listed below.

Ignite Sessions: Informal conversations in roundtable format to discuss module topics from earlier that day. Attendees will choose a group based on their operations demographics.

Presenter Q&A: Attendees will have the chance to ask additional questions and/or discuss in depth the methodology of all three modules previously presented. be assigned to one of the previous day's modules to discuss in depth the methodology of that module and give feedback.

Educational Content

Keynote Address:


Negotiation as a Form of Communication

Presented by Warren BrownNashville Sales Training LLC

Nashville Sales Training will lead a discussion focused on random communication principles that can significantly impact a contract negotiation.  A successful negotiation is a successful conversation.  We will explore the steps to assure a good start to any negotiation process and how to come to mutual consent.  Three elements of communication and their importance, spoken words, body language and tonality will be addressed and how they are used to move negotiations forward.  Lastly, we will review questioning strategies you may encounter and how to use those to your benefit.


Learning Objectives:

  • Learn the summary of steps to assure a good start to any negotiation
  • Discover the importance of establishing an upfront contract of the upcoming conversation/negotiation
  • Establish mutual consent on the goals of the negotiation and the action steps to follow
  • Learn the importance of the budget step
  • Respect for the other party, keep them OK (help the other person preserve their dignity)
  • Discover the three elements of communication and their importance (Spoken Words. Body Language, Tonality) in the negotiation
  • Explore questioning strategies to introduce the following  key skills: Learning how to ask, softening statement and how to  finish the negotiation


Sealing the Deal: Mastering Negotiation Techniques

Presented by: Derek Olive, Director, Continuing and Professional Development, Western Kentucky University

How strong are your negotiation skills? Being a solid negotiator can help you make successful deals, build healthy relationships, solve problems and minimize stress. You owe it to yourself to build your negotiation skills, not only in the workplace, but in everyday situations as well.


Learning Objectives:

  • Understand the negotiation process better
  • Develop an effective plan and strategy for any negotiation
  • Implement techniques that help persuade while minimizing conflicts and deadlocks


Contracting in the Real World: How to Get Associations/Corporations on Campus

Presented by: Robert Smith, CMP, CMM, Director of Meetings, AERA and Rebecca Fazzari, CMP, CMM, Assistant Director, University of Colorado Boulder

This session will take a look at a universities’ contract language and then how an association/corporate planner would mark it up to protect their organization. We will then discuss areas where both sides could meet in the middle to keep both the university lawyers and association/corporation lawyers happy.

Learning Objectives:

  • Understand hot buttons/items for associations and corporations
  • Learn contract language that most lawyers will accept
  • Develop a strategy to go into negotiations that will result in securing the business


Contracting from the University Perspective: How to Protect the University through Contract Language

Presented by: LaTonnsya Burney, Director of Contracts and Assistant University Counsel, Tennessee State University

This session will explore how universities use indemnification and insurance language to minimize risks and protect the university. Participants will gain insight and practical tips on negotiating these clauses while still protecting the University.  We will also discuss steps to take if violations to the contract occur and how to work through any potential damages.


Learning Objectives:

  • Learn how to handle push back from external clients regarding indemnification and insurance clauses
  • Discover how to minimize risks to the university through skilled negotiation
  • Determine how best to handle contract violations and disputes when they occur

Registration Rates

(Before 11/10/2017)
Register after

ACCED-I Member $325 $350
Nonmember $375 $400

Included in your registration fee is all educational content and Thursday lunch.  

ACCED-I Financial Policy/Cancellation/Refund Policy:  ACCED-I accepts checks (U.S. funds only) and all major credit cards.  Notification of cancellations received by ACCED-I by Friday, November 17, 2017 will be refunded, less a $50 administrative fee. Replacements are welcome.  No-shows are responsible for payment in full.  No refunds will be made after November 17, 2017.  If registration is made after November 17th, the above policy still applies.

 ACCED-I Federal ID Number 84-1023816


Cornelius Vanderbilt had a vision of a place that would “contribute to strengthening the ties that should exist between all sections of our common country” when he gave $1 million to create a university in 1873.

Today that vision has been realized in Vanderbilt, an internationally recognized research university in Nashville, Tennessee, with strong partnerships among its 10 schools, neighboring institutions and the community.

Vanderbilt offers undergraduate programs in the liberal arts and sciences, engineering, music, education and human development, as well as a full range of graduate and professional degrees. The combination of cutting-edge research, liberal arts education, nationally recognized schools of law, business, medicine, nursing and divinity, and one of the nation's top-ranked graduate schools of education creates an invigorating atmosphere where students tailor their education to meet their goals and researchers collaborate to address the complex questions affecting our health, culture and society.

Vanderbilt provides a gateway to greatness, drawing the brightest students from across the nation and around the world. Vanderbilt alumni can be found in Congress, on the judicial bench, in the pulpit, leading corporations, conducting innovative medical research, serving in their communities, and playing in the NFL, major league baseball, the PGA and LPGA.

Vanderbilt, an independent, privately supported university, and the separate, nonprofit Vanderbilt University Medical Center share a respected name and enjoy close collaboration through education and research. Together, the number of people employed by these two organizations exceeds that of the largest private employer in the Middle Tennessee region. 

Lodging Information

Conference attendees are encouraged to stay at the Homewood Suites by Hilton® Nashville Vanderbilt. The ACCED-I room block has passed, but you can still make a reservation at the current hotel rate.

About the Hotel

Experience warm hospitality and a great location within walking distance of Vanderbilt University when you stay at the Homewood Suites by Hilton® Nashville Vanderbilt, TN. Our all-suite Nashville hotel offers easy access to nearby hospitals. And for your convenience, we offer a complimentary shuttle service to local attractions and entertainment options. Explore the shops, restaurants and clubs of vibrant downtown Nashville, take in a concert at the iconic Ryman Auditorium - best known as the most famous former home of the Grand Ole Opry - and visit the Country Music Hall of Fame and Museum. Guests traveling on business will appreciate the complimentary, 24-hour business center.

Feel at home in a spacious studio, one or two bedroom suite at this extended stay hotel in Nashville, offering everything you need to stay productive and relax, including a separate living area, a fully equipped kitchen and complimentary internet access. Start each morning of your stay with a complimentary hot full breakfast and unwind with the complimentary evening social*, Monday through Thursday. Work out with the very latest equipment in the complimentary fitness center or relax with a dip in the indoor swimming pool.

*State and local laws apply. Must be of legal drinking age.