E-Buzz: Wharton@Work 1-04

Focus: Career Negotiations

How do you negotiate your way to success in your career? In this issue, we begin with a look at the importance and challenge of negotiations in your career. These negotiations are so complex that they are usually left for the last part of Wharton's weeklong Executive Negotiation Workshop. Also in this issue, the academic director of a new Wharton program on Women in Leadership discusses with Vice Dean Robert Mittelstaedt the specific demands of leadership for women. And a senior executive from Unisys discusses the value of mentors and continuous education in advancing his career.

We received some great questions in response to our Career Challenge in the December newsletter. We are in the process of reviewing and formulating responses, which we will begin publishing in our February newsletter.

As always, we welcome and appreciate your feedback on these and any other topics.

Best regards,
Barbara Gydé
Senior Director, Executive Programs
[barbaracg@wharton.upenn.edu]

Caption: "I'm moving up to be Chairperson-of-the-Board. One of you will be President."

Thought Leaders
Larry King's Best Mistake: Negotiating for Career Success

Managers negotiate throughout their careers, but what does it take to negotiate for career success? Among the advice offered by Wharton Professor Richard Shell, director of Wharton's Executive Negotiation Workshop: be yourself, and be clear about your goals. [More]

In the Classroom
Women in Leadership

What does it take for women to succeed as leaders? Anne Cummings, academic director of Wharton's new Women in Leadership program, discusses in a dialogue with Vice Dean Robert Mittelstaedt, Jr. some the challenges and opportunities that inspired the new program. [More]

Career Profile
Curt Girod: "Change is a Way of Life"

While other managers in their 20s were earning their MBAs, Curt Girod was standing at the front of the classroom discussing a case study on one of largest mergers in the computer industry, which he helped to lead. But the Unisys executive returned to Wharton a short time later for the Advanced Management Program to fill in gaps in his knowledge and broaden his perspectives. And this commitment to education has brought him back to Wharton many times since. [More]

The Last Word
Work as Negotiation

All work involves negotiation. In a world in which products, industries, and jobs are in flux, it is negotiation that shapes and drives progress, as Vice Dean Robert Mittelstaedt, Jr. discusses. [More]

Caption: "The ginger root got the promotion because the ginger root is qualified."

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Wharton Conference/Events

Leading in an Era of Uncertainty and Change
March 23, 2004
San Francisco;
June 2, 2004
Philadelphia
Expanding the Role of Location Technology in Business
May 10–11, 2004
Philadelphia
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The Forbes CEO European Forum
June 17–18, 2004
London

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Reading the Signals: Janet Hanson, Founder of 85 Broads, on Networking and Success

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