Program Experience

Highlights and Key Outcomes

In Negotiation and Influence: Making Deals and Strategy Work program, you will gain:

  • Expand your capabilities as a negotiator and influencer through strategies and techniques proven to increase your effectiveness in complex negotiations
  • Hone your abilities to develop and grow relationships to build social capital and strong, diverse networks
  • Gain a deep understanding of leverage and how and when to apply it as an effective negotiations and influencer tool
  • Learn about, and gain proficiency in, the full spectrum of tools to use in any situation that requires influence
  • Increase your self-awareness and improve your ability to understand strengths and weaknesses in yourself and others for a competitive advantage at the bargaining table and beyond
  • Learn to recognize and interpret interpersonal signals in both face-to-face and virtual settings, across cultures and geographies
  • Be empowered to apply the learning immediately to your current negotiations and influencer initiatives in real time

Wharton LIVE Online Programming

Real-time peer learning with deep faculty engagement and global networking

This live online program will be delivered on Wednesday for six consecutive weeks. It will be taught by the same Wharton faculty who teach in our on-campus leadership programs. Negotiation and Influence: Making Deals and Strategy Work requires a high level of engagement. Participants will have direct access to Wharton faculty throughout the program and have the opportunity for further interaction and reflection during virtual office hours offered between weekly sessions. Participants will also engage in dynamic, small-group work that helps reinforce the learning and enable networking among the peer community.

This virtual program is a fully immersive and structured learning experience that culminates with a new set of knowledge and tools that can be put to immediate use.

Program Duration:

Sep. 15 – Oct. 20, 2021
11:00 a.m. to 2:00 p.m. EDT
Wednesdays for six consecutive weeks

Experience and Impact

Negotiation and Influence: Making Deals and Strategy Work will enable you to develop the advanced skills to make you a more effective negotiator and help you establish the best position from which to negotiate.

Designed by the Wharton faculty who literally wrote the book on negotiation, this negotiation training program intentionally intersperses powerful classroom learning with self-paced individual and group practice over a six-week period. Each week, Professors Shell and Massey introduce new strategies and tools that are explored and tested in class. Throughout the week, participants work independently and in groups to pressure-test the concepts through planned exercises, mock negotiations, and conversations. Back in the classroom, the practice comes full circle during debriefs where faculty interprets the feedback, examines the breakdowns, and reinforces the learning. The work advances as the cycle repeats with incredible results.

Negotiation and Influence will also address the unique challenges of conducting negotiations and exercising influence online in a virtual setting, including working with a limited set of visual cues and signals as well as the difficulty of gathering sufficient information. Here the virtual learning environment matches the setting for many negotiations these days, deepening the insight and the value of the exercises.

The program format also supports the natural community building that is a hallmark of Wharton Executive Education programs, allowing participants real time to engage, interact, and network. You will become a part of a learning community comprised of participants from diverse geographic, cultural, industry, and functional backgrounds. Observing, collaborating, and negotiating with these colleagues will provide new perspectives while also revealing new approaches to emulate and errors to avoid.

Session Spotlight: Coalitions — The Intersection of Negotiation and Influence

The sixth and final session of Negotiation and Influence will focus on coalitions. As the program draws to a close, faculty will explain the power of this important — yet often misunderstood — tool, revealing:

  • The role coalitions play in negotiations and influence
  • How to create and change coalitions
  • How to improve your leverage position by forming coalitions
  • How you can hold coalitions together when they threaten to break apart
  • How and when to activate your personal coalition

(Negotiation and Influence: Making Deals and Strategy Work covers some of the same content taught in Executive Negotiation Workshop and Strategic Persuasion Workshop.)


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.

Who Should Attend

Senior executives, entrepreneurs, government officials, and those in the military or medical professions with extensive experience will further develop their influence and negotiation skills in this training program. In fact, seasoned negotiators have reported dramatic growth by working with Wharton Professors Cade Massey and Richard Shell.

Mid-level executives who must currently rely on influence (with or without authority) and/or conduct negotiations will benefit from identifying and building on personal influencing and negotiating strategies, strengths, and weaknesses.

Those who are transitioning into a role in which they will need these vital skills will also benefit and are strongly 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.


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.

Faculty


Cade Massey

Cade Massey, PhDSee Faculty Bio

Academic Director

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

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


Richard Shell

G. Richard Shell, JDSee Faculty Bio

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

Testimonials


I am involved in large, complex deals constantly. It’s a very competitive environment, with companies like Accenture, IBM, Deloitte, and Wipro competing on both value and price. I need to negotiate effectively with client executives and close deals. My primary objective in attending Negotiation and Influence: Making Deals and Strategy Work was to get better at such situations. The program gave me the chance to practice multiple times, live online, against people with similar seniority. I even took lessons from the way professors Richard Shell and Cade Massey ran the program — how you present information online can greatly increase your effectiveness.”

Ceyhun Karababa Regional Director, Fortune 500 technology firm


I chose this program because it applies on a day-to-day basis. Every time we sit down with others, whether it’s your boss, your spouse, or your kids, there is a need to be persuasive. I wanted to learn how to be more purposeful and mindful about it. Until I attended the program I was going on natural ability, and now I have taken that ability and my success with it and gotten even better. It helped me formalize what I was doing.

The number one takeaway, the real light bulb moment, is the importance of listening skills and understanding the other sides’ argument. We all say we have to see where they are coming from, but the twist that Professors Richard Shell and Cade Massey put on it is that it goes beyond understanding. You have to take some time, listen, and learn, and then adjust your style and approach based on that understanding.

The Wharton LIVE online format of this program allows you to learn something, work on it in exercises with small groups, and then go back and apply it in your real life. Then in the next session you discuss it and make adjustments. There was a great mix of people. Some do formal negotiations as part of their job, and others were new to the process. No matter what their experience or skill level, everyone improved.

I encourage everyone to attend — there is not a person who couldn’t benefit from this program. If you aren’t a professional negotiator, you will hone your skills, and if you are a professional it will refresh concepts and ideas that periodically need refreshing. Every day you need to get things done, so influence and negotiation are really life skills.”

Jeremy McVey Director, Orange and Rockland Utilities, Inc.

Date, Location, & Fees

September 15 – October 20, 2021Live Online$7,80011:00 a.m. to 2:00 p.m. EDT
Wednesdays for six consecutive weeks

January 26 – March 2, 2022Live Online$7,80011:00 a.m. to 2:00 p.m. EST
Wednesdays for six consecutive weeks


Download the program schedule, including session details and format.

Download ScheduleApply Now

Prices are subject to change.


Contact Us

Schedule a personalized consultation to discuss your professional goals:

 +1.215.898.1776

 execed@wharton.upenn.edu


Bargaining For AdvantageBargaining for Advantage by G. Richard ShellDownload the introduction and chapter one

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