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About the course
The Executive Negotiation Workshop: Negotiate with Confidence is in a class by itself within the category of negotiations seminars. It will provide you with individualized, personality-based insights as well as a detailed map of the hidden psychology underlying negotiation moves and tactics. You will come away with both enhanced negotiation capabilities and the confidence you need to apply these skills effectively in every aspect of your life.
The workshop attracts executives making transitions to leadership roles that require negotiation skills as well as seasoned negotiation professionals. Past participants have included nonprofit leaders, scientists advancing to leadership roles in the pharmaceutical industry, sales professionals from the technology sector, chief procurement officers, entrepreneurs, leaders of major government departments from both the U.S. and abroad, United Nations diplomats, Navy SEALs, and FBI crisis negotiators. No matter what your role or level of experience, you will learn how to build collaborative relationships as you successfully negotiate deals, disputes, budgets, and new initiatives.
Program Highlights & Benefits
In the Executive Negotiation Workshop, you will:
- Improve your skills regardless of your level of experience
- Explore how gender and culture affect the negotiation process
- Fully integrate negotiation skills into your most effective professional self
- Train with a select group of top professionals from diverse industries, backgrounds, and cultures
- Gain both the emotional intelligence and situation awareness that make it possible to adjust your strategy in real time
Experience & Impact
You will not find simplistic methods in this workshop. Top negotiators know there is no single framework, whether “win-win” or “win-lose,” that works every time. Instead, over five intense days you will sharpen your skills as you learn new best practices, investigate the latest research, and personalize techniques that can work in your next negotiation. This personality-based approach will build greater credibility and give you the edge to be effective under any circumstances.
This is not a lecture course. Instead, you will be put to the test. You will negotiate with different partners in a wide variety of situations. By identifying your own and your partner’s negotiation styles and then working with them, you will forge better deals. Feedback, including videotaping and real-time feedback, will help you hone your edge.
The program features two of Wharton’s most dynamic faculty: G. Richard Shell, author of the award-winning book Bargaining for Advantage: Negotiation Strategies for Reasonable People and one of the world’s foremost authorities on negotiations, and Cade Massey, leader of the Wharton School’s People Analytics Initiative and specialist in data-driven decision-making. Between them, Professors Shell and Massey have won every teaching award the Wharton School offers.
Participants who have attended other negotiation workshops invariably say this one sets the standard for excellence. Our faculty bring decades of practical experience in a wide range of negotiation scenarios (mergers and acquisitions, start-ups, turnarounds, inside-the-organization problems) to each session. This transformational program will forever change the way you think about negotiations.
Who should attend
Executives, entrepreneurs, government officials, and those in the military or medical professions who currently conduct negotiations will benefit from this workshop. Because the focus is on identifying your own negotiating strategies, strengths, and weaknesses, those who are transitioning into a role in which they will have to conduct negotiations and those with extensive negotiating experience are encouraged to attend.
All candidates must be able to understand written and spoken English, and to participate actively in intensive discussions and negotiations in the English language.
Trust the experts
Consistently listed as one of Wharton’s top professors in BusinessWeek’s bi-annual “Guide to the Best Business Schools,” Richard’s expertise covers negotiations, persuasion and strategy. He has taught and consulted for more than 100 businesses and nonprofits including Google, Johnson & Johnso...
Research Interests: People analytics, judgment under uncertainty, organizational behavior Cade Massey is a Practice Professor in the Wharton School’s Operations, Information and Decisions Department. He received his PhD from the University of Chicago, and taught at Duke University and Yale Unive...
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