Leadership Development Seminars and ecq-based Readings

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Harvard University

Mastering Negotiation: Building Agreements Across Boundaries


Mastering Negotiation: Building Sustainable Agreements goes beyond other negotiation workshops in acknowledging and addressing the challenges of negotiating across cultures, organizations and sectors. Mastery of one’s own sector is no longer sufficient. In a world of intensely multifaceted economic, political and social problems, sustainable solutions necessitate achieving consensus among an unprecedented variety of stakeholders. Therefore, the program examines the effects of both social and organizational culture on negotiation, while at the same time helping participants develop the adaptive skills they need to translate their effectiveness to other settings.

Program Session(s): April 14 - 19, 2013

Application Deadline(s): February 11, 2013

Program Fee: $6,800 (includes tuition, housing, curricular materials, and most meals.)

For more information on these programs please contact: 617-496-0484

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MIT Sloan School of Business

Negotiation for Executives

Negotiation is a daily practice within business organizations.  We negotiate all the time--with clients and partners, vendors and suppliers, supervisors and colleagues, employees and recruits.  Successful negotiation requires self-awareness, preparation, and practice.  This program addresses all three requirements by providing extensive personalized feedback, tips for efficient pre-negotiation planning, and plenty of opportunities to practice and hone your negotiation skills.  Drawing on fundamental negotiation principles based on scientific research as well as specific real-world examples, this program aims to enhance personal gains in negotiation, while simultaneously sustaining important relationships.
In this program, participants will learn how to:

- Leverage their own specific personality traits and abilities to boost negotiation outcomes

- Enhance bargaining power to claim a larger share of the pie

- Recognize and resolve different types of issues to create and claim value

- Develop strategies for efficient pre-negotiation preparation

- Build and maintain working relationships without forfeiting economic outcomes

- Deal with difficult tactics
Dates: Mar 12-13, 2013| Jun 11-12, 2013| Nov 05-06, 2013

Certificate Track: Management and Leadership

Location: Cambridge, Massachusetts

Costs: $2,900 (excluding accommodations)

E-mail: sloanexeced@mit.edu
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Michigan State University

Power, Influence and Negotiation

This highly interactive two-day program is designed to improve your understanding and ability to master the skill of negotiation and enhance the competitive position of your organization by drawing on the latest research in negotiation, influence and decision-making. You will gain expertise in diagnosing negotiation situations, knowing what strategies to apply in that given situation, maximizing power position, creating opportunities for joint gains, and developing trade-offs that lead to mutually beneficial agreements. The feedback and discussion sessions following each case will reinforce our newly acquired skills.
After attending this program, participants will be better equipped to:

  • Negotiate more effectively with business partners, customers, and employees

  • Build stronger relationships and ability to influence through skillful negotiation

  • Make better decisions during the negotiation process that result in competitive advantage for your organization

  • Achieve optimal decision-making through planning and diagnosing the negotiation strategy

  • Ability to negotiate in complex or multiple party situations

  • Understand common negotiation barriers and how to avert them

This program is designed to provide managers with effective negotiation strategies and influence tactics for all kinds of business situations. All functional areas within organizations and all industry sectors can benefit from this program.

Dates: June 11-12, 2013

Location: The James B. Henry Center for Executive Development, Lansing, Michigan

Cost: $1,995.00 – full tuition (includes materials, meals, assessments and certificate of completion)
Contact Number: 517.353.9711 x71005
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New York University

Negotiations: Maximizing Value Through Competition and Collaboration

Negotiation is “two or more interdependent parties who are seeking to maximize their outcomes”. On a daily basis, we negotiate with clients, vendors, subordinates, supervisors, co-workers, merchants, and service providers (to only name a few). Often, these negotiations lead to outcomes that are less than they could be. Also, they often lead to unproductive conflict with these other parties. Although we negotiate often, many of us know very little about the strategy and psychology of effective negotiation.

This program will develop your expertise in transactional and dispute resolution negotiations that occur in a variety of business settings. These skills are critical for maximizing the value that emerges for you and your organization from these negotiations. Moreover, these skills are important for enhancing your leadership & managerial effectiveness, since as a leader/manager it is not enough to have analytical skills that help you discover optimal solutions to problems. You also need others to agree to—and help implement—those solutions. Gaining this buy-in is also critically related to how you carry out your negotiations. Further, given that negotiations dominate so many aspects of your life, this program will not only enhance your ability as a manager but will also facilitate your effectiveness across a number of life domains.

The learning method in this program is experiential. You will prepare for and simulate a variety of sample negotiations. These sample negotiations highlight general principles that are relevant across negotiation settings…learning those principles is the focus of the program.

Program Benefits: During this program participants will

  • To provide a framework for negotiation - a toolbox of concepts integral to preparing, negotiating, and subsequently evaluating the negotiation process and outcomes.

  • To develop your ability to negotiate beneficial transactions and to resolve disputes by:

  • recognizing your individual strengths and learning how to overcome your weaknesses

  • preparing effectively for negotiations

  • adjusting your tactics when circumstances change

  • identifying opportunities for “win-win” solutions

  • communicating persuasively in the face of resistance

  • knowing whether you have reached a good outcome in a negotiation

Program Dates: April 22 - 23, 2013; October 28 - 29, 2013 
Program Tuition: $2,800

Contact Number: (212) 998 - 0789
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Communication Strategies: Developing Leadership Presence

The demand for excellent communication is a constant for any professional.  But, what is excellent communication?  The expectations of audiences and the need for instant feedback have changed the communication dynamic executives face each day.  A communication strategy is as important as a business strategy and creating one requires a deeper look into questions such as these:

  • Is the intent of my message clearly reaching my stakeholders?

  • Does my communication style support my personal brand as a leader?

  • Am I projecting the level of trust and credibility my listeners expect?

  • Are my messages consistent across multiple platforms? Media?  Cultures? Generations?

  • What do listeners take away from my speeches?  Have I made it easy for them to remember?

As a leader, your words are going to be repeated, broadcast, commented on and critiqued. Every message you deliver could be a real opportunity for you and your firm.  Enhancing your communication strategies and skills will help you deliver more powerful statements across multiple stakeholder groups and multiple platforms.    

In this advanced communication program, you will learn key techniques for creating communication strategies that support your personal brand.  You will practice developing and delivering well-crafted and concise messages that have clearly defined intents.  With three videotaped presentations, you will receive feedback from faculty and peers and learn how to use this feedback to enhance your communication style.   You will also deepen the connection with your audience and engage with them in a more authentic manner.  The skills and strategies in this program will provide the tools to empower you to enhance your leadership presence, build trust with your key constituents and create more memorable and effective communications.

Program Benefits: During this program participants will

  • Assess communication preferences for their potential strengths and missed opportunities

  • Develop communication strategies, storyboards and presentation outlines that support a defined audience experience

  • Review personal delivery techniques for strengths and listener perception of authenticity

  • Deliver three videotaped presentations and receive individual feedback on each one

  • Translate feedback into a personal plan for enhancing presence as a leader

Program Dates: April 25 - 26, 2013, October 3 - 4, 2013
Program Tuition: $3,300

Contact Number: (212) 998 - 0789
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Leading Across A Global Network

In today’s increasingly complex and globally-connected world, many organizations and senior executives are facing similar challenges and asking themselves questions that include:

  • How do we align the goals of the organization across its global network?

  • How do we leverage the networks that exist both within and between the organization and its partners to identify and seize new opportunities?

  • How should we manage the diffusion of information, resources, and best practices across the organization?

  • How do we manage our talent to maximize our human capital’s contribution to the value of the organization?

The key to addressing these challenges lies in understanding the various networks and forces at play, identifying the connections between those networks and leading more effectively across them.

Networks within and between organizations structure the diffusion of information, innovations, and best practices. Understanding the patterns in these networks reveals key opportunities, advantaged positions and likely outcomes. The objective of this program is to provide participants with the tools to use these networks and patterns to drive desired outcomes for their organizations through the use of application-oriented frameworks and concise strategic assessments.

The program begins by examining how the structure of both the formal and informal interpersonal network within the organization influences information flow, learning, and decision making. Participants will be lead through an exercise that helps them to map the networks within their organizations, and identify key “hub” and “brokerage” roles, and the benefits and costs they offer. In order to capitalize on these networks and opportunities, the organization must be aligned around key values and processes. To maximize the impact of human capital on organizational value and employee engagement, critical “must-win roles” need to be identified. Participants will explore the value and impact these roles, and individuals in them, have on the organization.

The focus of the program then shifts to networks that span organizational boundaries, including between the organization and its customers, suppliers, partners, and other institutions. Participants will examine patterns in alliance formation and in alliance networks at the global level to identify key opportunities. The goal is for participants to be able to translate the concepts presented during the program to individual roles, offices, and leadership paths to enhance the organization’s global strategy.

The program combines a mix of pedagogical exercises: faculty-led discussions, business-driven action learning, and a variety of analytical tools and frameworks to address global challenges.

Program Benefits: During this program participants will

  • Gain the tools to lead across global boundaries and networks

  • Examine patterns in networks to identify key opportunities and advantaged positions

  • Understand the impact of human capital on organizational value

  • Utilize interpersonal networks to diffuse innovation

  • Explore the interconnectivity between organizations

Program Dates: March 11 - 13, 2013 
Program Tuition: $3,500

Contact Number: (212) 998 - 0789
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Leveraging Social Media and Digital Marketing for Business


The emergence of the Internet has drastically changed various aspects of an organization’s operations. Some traditional marketing strategies are now completely outdated, others have been deeply transformed, and new digital marketing strategies are continuously emerging based on the unprecedented access to vast amounts of information about products, firms, and consumer behavior. From Twitter to Facebook to Google to Groupon to Apple, the shared infrastructure of IT-enabled platforms are playing a transformational role in today’s digital age.

The Internet is now encroaching core business activities such as new product design, advertising, marketing and sales, creation of word-of-mouth and customer service. It is fostering newer kinds of community-based business models. There is a lot of economic value accruing from the content generated in spaces mediated by social media. There are tangible means for monetization of content through newer forms of online advertising and interactive marketing tools on the mobile web. These processes are just beginning and will have enormous impact on our activities and the way we relate to people and organizations. Traditional marketing has always been about the 4Ps: Product, Price, Place, and Promotion. This course will examine how the digital revolution has transformed all of the above, and augmented them with the 5th P of Participation (by consumers).

In this program, we will examine best-practices related to the business use of social media and digital marketing. While there will be sufficient attention given to top level strategy used by companies adopting social media and digital marketing, the course will also focus on digital analytics oriented tools: how to make organizations more intelligent in how they conduct business in the digital age. Measurement plays a big role in this space. Thriving in such an environment requires the understanding and leveraging of the major mega-trends of today such as Digital Attribution Social Listening, Big Data and the Social-Graph for external and internal business innovation. Based on the composition of the participants, we will discuss how specific firms can create a comprehensive social media and digital marketing plan and execute it. At the end of two days, they will be able to speak the digital language and sell it internally.

Program Benefits: During this program participants will

  • Develop a framework for quantifying the returns on social media and digital marketing

  • Understand cross-platform and cross-device effects in digital attribution analyses

  • Examine the mobile landscape and learn key metrics in mobile marketing analytics

  • Understand the fundamentals of social network marketing such as peer influence and homophily

  • Discover how to extract business intelligence from social listening tools

  • Learn how businesses can tap into the open innovation opportunities in the digital world

  • Examine the best practices in social media and digital marketing from multiple perspectives in multiple industries.

Program Dates: March 14-15, 2013; December 5-6, 2013
Program Tuition: $2,800

Contact Number: (212) 998 - 0789
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Making Sense of Global Markets and Their Impact on Your Business

Today’s economies are complex and interconnected. Economic and political events that happen across the world today impact your business tomorrow. How will the Euro-zone crisis affect how and where you do business? What issues will arise in your business if there is another financial crisis? Would an international trade conflict affect your suppliers or customers? As an executive, you need to make sense of the complex issues of global markets and international economies to ensure you make the best, most informed strategic decisions for your organization.

The goal of this program is to provide executives with the latest insights and tools to make sense of various global markets in order to manage risk, identify potential sources of growth and interpret economic changes in the context of their organization.

Program Benefits: During this program participants will

  • Understand the latest global economic situations  

  • Identify potential sources of growth by interpreting financial indicators and recognizing economic trends within the context of their organizations

  • Assess potential sources of risk

  • Develop the tools to analyze and predict changes in the global economy

Program Dates: October 28 - 29, 2013 
Program Tuition: $2,800

Contact Number: (212) 998 - 0789
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