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Executive Negotiation Workshop: Bargaining for Advantage®

DateLocationCostCourse
Nov 03, 2014 - Nov 07, 2014Philadelphia$11,000
Mar 16, 2015 - Mar 20, 2015Philadelphia$11,000

Program Overview

Executive Negotiation Workshop: Bargaining for Advantage® is in a class by itself within the world of negotiation seminars. It helps you prepare for 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 such as "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. As business broker H. L. Johnson commented after taking the workshop, "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."

Impact & Experience

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 further leverage the value and impact of Executive Negotiation Workshop, we encourage companies to send cross-functional teams of executives to Wharton. We offer one of two exciting 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).

Faculty

Program Logistics

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.

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Testimonials

"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."

"Thank you for a highly instructive, extremely inspiring, and completely unforgettable experience at the Wharton Negotiation Workshop at Wharton last week!"

"Had I known what lay ahead, I would sell my car to take this course!"

"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."

"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."

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

"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."

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