Executive Negotiation Workshop: Negotiate with Confidence

Program Experience

Highlights and Key Outcomes

In the Executive Negotiation Workshop, you will:

• Improve your skills regardless of your level of experience
• Explore how gender and culture affect the negotiation process
• Fully integrate negotiation skills into your most effective professional self
• Train with a select group of top professionals from diverse industries, backgrounds, and cultures
• Gain both the emotional intelligence and situation awareness that make it possible to adjust your strategy in real time

Experience & Impact

You will not 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 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 under any 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 peer feedback, will help you hone your edge.

The program features two of Wharton’s most dynamic faculty: G. Richard Shell, author of the award-winning book Bargaining for Advantage: Negotiation Strategies for Reasonable People and one of the world’s foremost authorities on negotiations, and Cade Massey, leader of the Wharton School’s People Analytics Initiative and specialist in data-driven decision-making. Between them, Professors Shell and Massey have won every teaching award the Wharton School offers.

The workshop teaches participants a systematic process for approaching any kind of negotiation. Session topics include: Foundations of Bargaining: Styles, Goals, and Relationships; Bargaining for Advantage: Negotiation Strategies for Reasonable People; Foundations of Negotiation: Standards, Interest, and Leverage; Advanced Bargaining Theory and Exercises; Creating Value Through Differences; and Multi-Party Negotiation. Each working session focuses on deciding when to negotiate, framing the negotiation, and conducting face-to-face discussions.

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, coalitions, turnarounds, inside-the-organization problems) to each session. This transformational program will forever change the way you think about negotiations.

Convince Your Supervisor

Here’s a justification letter you can edit and send to your supervisor to help you make the case for attending this Wharton program.

Due to our application review period, applications submitted after 12:00 p.m. ET on Friday for programs beginning the following Monday may not be processed in time to grant admission. Applicants will be contacted by a member of our Client Relations Team to discuss options for future programs and dates.