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Executive Negotiation Workshop: Bargaining for Advantage®

Program Overview

Executive Negotiation Workshop: Bargaining for Advantage® is in a class by itself within the category of negotiations seminars. Hard-hitting and intense, it focuses on personality-based insights instead of conventional tactics. You will come away with advanced leadership techniques and develop negotiating skills that dramatically improve outcomes.

Learn from and be inspired by a diverse, select group of global executives, many of whom negotiate for a living but have chosen this program to refine and advance their existing skills. Participants have included UN ambassadors, university presidents, professional sales and purchasing executives, Navy SEALs, and labor union negotiators. Led by one of the world’s foremost authorities on negotiations and one of Wharton's top-rated teachers, this program has the power to transform you professionally. It will give you an undeniable edge the next time you have to conduct a real-world negotiation.

Read more about the Experience & Impact »

Executive Negotiation Workshop Highlights & Benefits

  • Integrate the negotiation process into your most effective professional self
  • Improve your skills no matter your level of experience
  • Train with a select group of top professionals from diverse industries, backgrounds, and cultures
  • Gain exposure to new opponents, new situations, and new challenges
  • Pay greater attention to your personal style and make situational adjustments

Contact Us

Schedule a personalized consultation to discuss your professional goals:


July 17 - 21, 2017$11,000

Philadelphia, PA

December 4 - 8, 2017$11,000

Philadelphia, PA

Download the program schedule, including session details.

Tuition for Philadelphia programs includes lodging and meals. Prices are subject to change.

Featured Video

“Over five days, we focus on the factors that make a real difference in negotiation outcomes. You learn your weaknesses and strengths through practice, and then make adjustments.”

Professor Richard Shell on Executive Negotiation Workshop: Bargaining for Advantage

Still considering your options? View programs within Leadership, Strategy & Innovation or use our Program Finder.

Experience & Impact

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.

Participant Profile

Participants by Industry

Executive Negotiation Workshop participants by industry

Participants by Job Function

Executive Negotiation Workshop participants by job function 

Participants by Region

Executive Negotiation Workshop participants by region

Who Should Attend

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).

Group Enrollment

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.

Plan Your Stay


G. Richard Shell, JD   See Faculty Bio

Academic Director

Thomas Gerrity Professor; Professor of Legal Studies & Business Ethics and Management; Chairperson, Legal Studies & Business Ethics Department, The Wharton School

Cade Massey, PhD   See Faculty Bio

Practice Professor, Operations, Information and Decisions, The Wharton School

Research Interests: People analytics, judgment under uncertainty, organizational behavior


Executive Negotiation Workshop Testimonial - Terrence R. Head

Terrence R. Head

President and Founder, Outlier Global Solutions

Watch the testimonial video

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.”

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 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.”

H. L. Johnson

Business broker
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