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 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 like "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.

Program Focus
 • Leverage: What it is and how to use it
 • Using agents/attorneys effectively
 • The importance of relationships in building negotiations
 • Transforming competition into cooperation
 • Personality strengths and weaknesses in negotiations
 • Culture, perception, and international transactions
 • Dealing with emotional and irrational situations
 • The firm as a negotiating environment

Program Outcomes

• Get the most out of your current negotiations — stop leaving money on the table — while strengthening long-term relationships with partners
• Increase your mastery of negotiations by learning and practicing a systematic approach that you can apply to any negotiation
• Identify your own — and your partner's — negotiation style to forge better deals
• Get immediate feedback on your practice negotiation sessions from Wharton professors and peers
• Learn a process for negotiations that you can share with colleagues to build competency on your team
• Achieve a better outcome in your next negotiation and every one thereafter
• Receive a copy of the book, Bargaining for Advantage, by Professor Shell

Participant Profile
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.

Date:
March 13-18, 2005 (Participants encouraged to arrive by March 09)
July 24-29, 2005 (Participants encouraged to arrive by July 20)
November 13-18, 2005 (Participants encouraged to arrive by November 09)

Location - Philadelphia, PA (Residential)

Fee - click here

SUCCESS STORIES
"Had I known what lay ahead, I would sell my car to take this course!"
— Strategic Alliances Partner, Pharmaceutical Manufacturing

"Negotiation skills are a key way to differentiate our company for potential customers and to help us create stronger relationships with our existing customers. The methods Professors Shell and Diamond use in both teaching and conducting negotiations are an excellent foundation for our staff to build this competency. Their personalities are also a good match; I got perspectives from both ends of the spectrum."
— Managing Director, family-owned business

"Several months after taking the class, a client threatened to take his business elsewhere if we either did not lower our prices or partner with his company. My business partner and I had both taken ENW and began our strategy planning with the 4 Quadrant Model. Our negotiations took several months, but we achieved our goal of both sides winning. The knowledge of how to use this model allowed us to be fully prepared, because we had worked through many of the 'hard' questions already."
— Earlene Riveria, MBA, Health Care Management Analyst, University of Utah

"It is totally applicable to my personal and professional life. Further, it has allowed me the opportunity to take formerly argumentative situations and move them into problem solving, positive exercises."
— Vice President, Government Affairs

"Quite simply, the most valuable course I have taken in my 15-year career. Very committed faculty really interested in participant learning."
— Sr. Vice President, Capital Funding Corp