Executive Education Programs Program Information


Aresty Institute of Executive Education, The Wharton School, University of Pennsylvania - USA

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  Executive Negotiation Workshop: Bargaining for Advantage

Executive Negotiation Workshop: Bargaining for Advantage

Executive Negotiation Workshop: Bargaining for Advantage® is in a class by itself within the world of negotiation seminars. It helps you prepare for and conduct real-world negotiations, from personal to professional, small to large, daily to extraordinary. Drawing on the latest research and best practices across a breadth of industries, the workshop goes far beyond simplistic formulas such as "win-win" and "win-lose." Instead, it provides hard-hitting, practical, intensive, and transformative techniques.

You'll apply your skills immediately to your current negotiating challenges — and develop frameworks and capabilities you can use throughout your career. As business broker H. L. Johnson commented after taking the workshop, "The program paid for itself in spades when, halfway through the course, I resolved a problem regarding a pending acquisition that I'd been working on for six months."

Nov 18, 2013 - Nov 22, 2013
Philadelphia
$11,000

Mar 17, 2014 - Mar 21, 2014
Philadelphia
$11,000
   
Impact & Experience
Executive Negotiation Workshop: Bargaining for Advantage® includes a combination of group work and individually tailored sessions. You will learn and practice a systematic approach to apply to any negotiation, and use new skills in negotiations with different partners in a wide variety of situations. You will also learn how to identify your own and your partner’s negotiation styles to forge better deals. Finally, using models that are constantly updated, you will work on the real-world problems you bring to Wharton, so you can finish the program with workable solutions to use immediately.

This is not a just a workshop of bargaining games, it also emphasizes everyday challenges. Participants who have attended other negotiation workshops in the past invariably tell us that this one sets the standard for excellence. Professor Richard Shell brings decades of practical experience in a wide range of negotiation scenarios (mergers and acquisitions, start-ups, turnarounds, inside-the-organization problems) to each session.

Among the ten program sessions, topics for Executive Negotiation Workshop include:
-The Six Foundations of Effective Negotiation
-Cross-cultural Negotiations: Managing Similarities and Differences
-Personal Negotiation Styles
-Leverage: What It is and How to Use It
-The Importance of Relationships in Building Negotiations

Who Attends This Program
Managers who conduct negotiations both inside and outside the firm will benefit from this course. Because the focus is on identifying your own negotiating strategies, strengths, and weaknesses, managers with any level of negotiating experience are encouraged to attend.

To extend the impact of Executive Negotiation Workshop, we encourage companies to send cross-functional teams of executives to Wharton.

All candidates must be able to understand written and spoken English, and to participate actively in intensive discussions and negotiations in the English language. A pre-program English tutorial is available upon request from the University of Pennsylvania's English Language Programs (ELPs).


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