You won’t 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 the course of 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 no matter what the 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 hone your edge.
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.
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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 with extensive negotiating experience and those who are transitioning into a role in which they will have to conduct negotiations 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. A pre-program English tutorial is available upon request from the University of Pennsylvania's English Language Programs (ELPs).
To further leverage the value and impact of this program, we encourage companies to send cross-functional teams of executives to Wharton. We offer group enrollment benefits to companies sending four or more participants.
This workshop was a mind-changing experience: it was not just something I learned — I really experienced it. When you are at the negotiating table, you always assume something and most of the time you are wrong. The key is removing the emotion from the negotiation and focusing on what people want. For example, I might think the negotiation is about money, but I discover that the real goal is to preserve my relationship with the customer; money is not the priority.
I highly recommend the course – in fact, my boss is going to take it next March, and I’m convincing two colleagues in another company to take the workshop next November. As for me, I am looking to take another course from Wharton next July, and plan to earn my Certificate of Professional Development.”
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.”
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!”
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 Professor 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.”