How to Make a Deal

How to Make a Deal

There is a generally accepted process for making deals in the business world. In this course we discuss the most common types of deals and take you step by step through the process of executing a video game licensing partnership.


  • 01 Introduction

    We set the stage for what you will be learning, give you an overview of the stages of a typical deal process and introduce the scenario we will be playing out throughout the course.

  • 02 Types of Deals

    There are many types of deals that businesses can make. We explore the most common ones in detail.

  • 03 Negotiating 101

    Learn about the process of negotiating and etiquette. We dispel some of the myths about negotiating and discuss how it works in the real world.

  • 04 The Term Sheet

    We introduce you to the first official paperwork of a deal by you a real term sheet. This document helps clarify high level business terms so that each party is on the same page before bringing in the lawyers for an official contract.

  • 05 The Contract

    We walk you through the main components of a legal business contract and discuss how to work with lawyers to finalize the legal terms.

  • 06 Execution and Operations

    After the contract is signed, the deal needs to be operationalized. Learn how to execute on the terms of a deal and avoid pitfalls.

  • 07 When Deals Go Wrong

    In the real world, deals can go wrong or change along the way. We will explore what can go wrong and how to deal with these things when they happen.

Meet Your Instructors

  • Tommy Moreno

    Cofounder & CEO, Pareto Labs
    Strategic Planning, Disney

    Prior to Pareto Labs, Tommy was an Operating Partner at Colony Capital, a global private equity firm. He helped turnaround a hotel technology company and acquire Miramax Film from Disney. Before that, he was an executive in the Strategic Planning group at The Walt Disney Company. Tommy started his career as an officer in the U.S. Air Force. He holds a B.S. from the United States Air Force Academy and an MBA from Harvard Business School.

  • Nic Barnhart

    Cofounder & CPO, Pareto Labs
    Finance/Analytics, ZipRecruiter

    Nic Barnhart is a cofounder and Chief Product Officer at Pareto Labs. Prior to that he was in finance and analytics at ZipRecruiter and head of operations at a health tech startup acquired by Aetna. Earlier in his career, Nic started a business to teach kids basic finance concepts and founded a nonprofit organization to fund efforts to combat human trafficking. He earned a B.S. from the United States Air Force Academy and an MBA from The Wharton School at the University of Pennsylvania.