EXECUTIVE

EDUCATION
LEADERSHIP

Executive Negotiation Workshop: FOR INFORMATION

AND APPLICATION
Bargaining for Advantage Client Relations
PROGRAM OVERVIEW +1.800.255.3932 (U.S. or Canada)
+1.215.898.1776 (worldwide)
Executive Negotiation Workshop: Bargaining for Advantage is in a class by itself execed@wharton.upenn.edu
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 Visit www.execed.wharton.upenn.edu
techniques and develop negotiating skills that dramatically improve outcomes. for dates and tuition information.

Learn from and be inspired by a diverse and 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
EXECUTIVE NEGOTIATION
presidents, professional sales and purchasing executives, Navy SEALs, and labor
WORKSHOP WILL HELP YOU:
union negotiators. Led by one of the worlds foremost authorities on negotiations and integrate the negotiation process into
one of Whartons top-rated teachers, this program has the power to transform you your most effective professional self
professionally. It will give you an undeniable edge the next time you have to conduct a improve your skills no matter your level
real-world negotiation. of experience
train with a select group of top
EXPERIENCE AND IMPACT
professionals from diverse industries,
You will not find simplistic methods in this workshop. Top negotiators know there is backgrounds, and cultures
no one framework, whether win-win or win-lose, that works every time. Instead,
gain exposure to new opponents, new
over the course of five intense days you will sharpen your skills as you learn new best
situations, and new challenges
practices, investigate the latest research, and personalize techniques that can work in
your next negotiation. This personality-based approach will build greater credibility and pay greater attention to your personal
give you the edge to be effective no matter what the circumstances. style and make situational adjustments
This is not a lecture course. Instead, you will be put to the test. You will negotiate This program is
with different partners in a wide variety of situations. By identifying your own and your complementary to
partners negotiation styles and then working with them, you will forge better deals. Strategic Persuasion
Feedback, including videotaping and coaching, will help hone your edge. Workshop, which
Participants who have attended other negotiation workshops invariably say this one addresses negotiations
sets the standard for excellence. Our faculty bring decades of practical experience in a and relationship building
wide range of negotiation scenarios (mergers and acquisitions, start-ups, turnarounds, within organizations.
inside-the-organization problems) to each session. This transformational program will Based on Richard Shell
forever change the way you think about negotiations. and Mario Moussas book The Art of
Woo (Winning Others Over), the highly
practical and personalized workshop
provides a structured process for selling
your ideas through relationship-based
persuasion.

CP-ENW-1016

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 EXECUTIVE Executive Negotiation Workshop:
EDUCATION Bargaining for Advantage

TESTIMONIALS WHO ATTENDS THIS PROGRAM

Executives, entrepreneurs, government
David Trent officials, and those in the military or
Director of Information Technology, Methanex medical professions who currently
This is the top-class negotiation program in terms of quality of instruction, content, conduct negotiations will benefit from
format, and learning experience. Its an exceptional value. I use what I learned this workshop. Because the focus is on
everyday with vendors and even with internal stakeholders. I review the card [8 Things identifying your own negotiating strategies,
to Think Through Before Any Negotiation] before every meeting. Its a permanent strengths, and weaknesses, those with
fixture in my briefcase. extensive negotiating experience and those
Everyone is connected after the program, and we all offered to help each other before who are transitioning into a role in which
a negotiation. Ive been contacted and provided some help to some of the other they will have to conduct negotiations are
participants. The program encouraged this and Ive seen it at work. encouraged to attend.
To further leverage the value and impact
Renato Saboya of Executive Negotiation Workshop, we
Business Unit Finance Director, The Coca-Cola Company encourage companies to send cross-
functional teams of executives to Wharton.
In Executive Negotiation Workshop there is not a lot of time spent talking about We offer group enrollment benefits
theory. This was a key differentiatorthe amount of time spent actually negotiating to companies sending four or more
made it very practical. The cases are very well designed, and touch on very specific, participants to this program.
sophisticated elements of the negotiation process. Discussions afterwards were very
enriching. There were so many types of situations. All candidates must be able to understand
written and spoken English, and to
Videotaping provided me with a lot of feedback that I wouldnt be able to get participate actively in intensive discussions
otherwise. I am now more focused on trying to find common areas of interest before I and negotiations in the English language.
start a negotiation. I am also more conscious of biases, especially confirmation bias. I A pre-program English tutorial is available
am much more focused [and] structured in my approach. upon request from the University of
Pennsylvanias English Language
Niklas Andreen Programs (ELPs).
Vice President and Managing Director, Travelport
What makes Richards approach different is the focus on interpreting the lay of the
land, trying to find out someones style. Culture is an overlay rather than a staging
point. I negotiate with people across the world, and as a European, like everyone else,
have preconceived notions of what other cultures are like. You have to leave that out
and start with the principles. First, you have to spend some time getting to know each
other, observing the other persons style. Then, dont start with the bone of contention.
Decide on some areas where you could both benefit. Whether you are from Abu
Dhabi, the U.S., or South America, it is much easier to have a discussion when you
start with the wider pictureareas of commonality. Then you deal with the personality
and culture.
Negotiation is nothing more than communication with different starting positions.
Knowing what those positions are, and understanding the people who hold them
as opposed to making assumptions about who they are, is how you get to a good
resolution.

CP-ENW-1016

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 EXECUTIVE Executive Negotiation Workshop:
EDUCATION Bargaining for Advantage

FACULTY TOP PARTICIPANT TITLES

G. Richard Shell, JD Assistant vice Consultant General counsel
Academic Director president for Director of Global account
Thomas Gerrity Professor; Professor of Legal Studies finance business manager
and Business Ethics and Management; Chairperson,
Associate director development M&A manager
Legal Studies and Business Ethics Department,
The Wharton School Attorney at law Director of human Managing partner
Business resources
Marketing
manager Director of labor manager
Consistently listed as one of Whartons top professors in relations
CEO Portfolio manager
BusinessWeeks bi-annual Guide to the Best Business Schools, Director,
CFO President/CEO
Richards expertise covers negotiations, persuasion, and strategy. corporate
He has taught and consulted for more than 100 businesses Chairman, development Purchasing
physician manager
and nonprofits including Google, Johnson & Johnson, the Pew contracting Director,
Charitable Trusts, and Christies. He is the author of three books, worldwide Senior director
Chief business business
including The Art of Woo: Using Strategic Persuasion to Sell officer Strategic alliance
development
Your Ideas. manager
Chief information Division president
officer University
ADDITIONAL FACULTY Executive director president
CMO
Financial advisor Vice president
B. Cade Massey, PhD
Practice Professor, Operations, Information and Decisions,
The Wharton School

TOP PARTICIPATING COMPANIES

Amazon.com DHL Nokia

American Express DuPont Nortel Networks
AstraZeneca Fidelity Oracle
Pharmaceuticals Investments Pepsi
Bank of America First Bank of Royal Bank of
BASF Nigeria Canada
Barclays General Dynamics SEI Investments
Bell Canada GlaxoSmithKline Siemens
BP GLOBAL Technologies
Reinsurance Shell Oil
Bristol-Myers Company
Squibb Company Teekay Shipping
Heineken Corporation
The Coca-Cola
Company Hewlett-Packard United States
ConocoPhillips IBM Marine Corps

Corning Inc. Johnson & United States

Johnson Navy
Deloitte
Mayo Clinic Verizon
Dell
Merck & Co., Inc.
Deutsche Bank

CP-ENW-1016

www.execed.wharton.upenn.edu +1.800.255.3932 (U.S. or Canada) +1.215.898.1776 (worldwide) execed@wharton.upenn.edu

 EXECUTIVE Executive Negotiation Workshop:
EXECUTIVE
EDUCATION Bargaining for Advantage
EDUCATION
DAY 1 DAY 2 DAY 3 DAY 4 DAY 5
FACULTY
Breakfast
G. Richard Shell
Academic Director
Welcome and Learning Team Learning Team Learning Team Decision Meeting: Thomas Gerrity Professor; Professor
Participant Reports Reports Reports The Port Project
of Legal Studies and Business Ethics
Introductions Case
Cade Massey and Management; Chairperson,
R. Shell and C. Massey Richard Shell Cade Massey R. Shell and C. Massey Legal Studies and Business Ethics
Department, The Wharton School
Advanced Bargaining
Foundation of Theory and Debrief: The Fee Multi-Party Program Take- B. Cade Massey, PhD
Bargaining: Exercises: Dispute Negotiation: Practice Professor, Operations,
Styles, Goals, and Cessna and Mapletech Coalition Exercise
aways: Personal
RelationshipsPacer Case Yazawa Cases Learning Agendas Information and Decisions, The
Wharton School
Richard Shell Cade Massey Richard Shell Cade Massey Richard Shell

Lunch

Standards, Interests, Structured Team Prep: Participant Problem

and Leverage Preparation: A Corporation Groups
Pheasant Egg Case The Augusto Case AcquisitionIcarus
Cade Massey
Airlines Case
Cade Massey
Richard Shell
Debrief Participant
Understanding Programs
Richard Shell
Foundation of Shared Interests
Cade Massey
Bargaining: Ethics and Creating
Options for Negotiate: Icarus
Mutual Success: Airlines Case Set Up: The Port
Complete and Debrief Project
The Augusto Case
Richard Shell
Cade Massey Cade Massey

Dinner Richard Shell Prepare by Role:

Participant Problem The Port Project
Group Discussion
Learning Teams Complex Team Initial Task
Review Takeaways Based Negotiations: Force Meeting:
and Identify Topics Videotaping Icarus Debrief The Port Project
for Discussion Session: Prepare
and Negotiate Decision Meeting:
The Fee Dispute Richard Shell The Port Project

Dinner

SAMPLE AGENDA: Program start and end times are subject to change. Please DO NOT make travel arrangements based on this agenda.
For more details, please contact Client Relations at +1.215.898.1776 or execed@wharton.upenn.edu