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. We offer a choice of group benefits to companies sending four or more participants to this program.
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).
Tuition for Philadelphia programs includes lodging and meals. Prices are subject to change. Program consultants are available to provide more information on course specifics and discuss how this program might meet your needs. Please contact them by e-mail or by phone at +1 215.898.1776.
Plan Your Stay
"I attended the Wharton Executive Negotiation Workshop in 1996, in the early part of my career as a professional in managed health care strategy development and negotiation. I am about to retire now (in 2012), but I wanted to thank you for the help and preparation your workshop provided. I credit your program with much of the professional success I enjoyed in my position, and I am strongly urging that the person who follows me in my job take your training."
—Marvin Fairbank, Director of Contractor Care, Stormont-Vail Healthcare, Inc.
"Thank you for a highly instructive, extremely inspiring, and completely unforgettable experience at the Wharton Negotiation Workshop at Wharton last week!"
—Jens Schmidt, Director, General Manager, Nokia Corporation
"Had I known what lay ahead, I would sell my car to take this course!"
—Strategic Alliances Partner, Pharmaceuticals Manufacturer
"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 uses in both teaching and conducting negotiations are an excellent foundation for our staff to build this competency."
—Managing Director, Family-Owned Business
"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 Corporation
"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."
—H. L. Johnson, business broker