Executive Negotiation Workshop: Negotiate with Confidence

The Executive Negotiation Workshop: Negotiate with Confidence is in a class by itself within the category of negotiations seminars. It will provide you with individualized, personality-based insights as well as a detailed map of the hidden psychology underlying negotiation moves and tactics. You will come away with both enhanced negotiation capabilities and the confidence you need to apply these skills effectively in every aspect of your life.

The workshop attracts seasoned negotiation professionals as well as executives making transitions to leadership roles that require negotiation skills. In addition to corporate executives, past participants have also included scientists, entrepreneurs, diplomats, Navy SEALs, and FBI crisis negotiators. No matter your role or level of experience, you will learn how to build collaborative relationships as you successfully negotiate deals, disputes, and new initiatives.

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.

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 who are transitioning into a role in which they will have to conduct negotiations and those with extensive negotiating experience 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.

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This program is held at the Steinberg Conference Center located on the University of Pennsylvania campus in Philadelphia. Meals and accommodations are included in the program fees. Learn more about planning your stay at Wharton’s Philadelphia campus .

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.