Leadership Development Seminars and ecq-based Readings

University of Missouri Kansas City

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University of Missouri Kansas City

Influence and Persuasion

This course focuses on providing practical tools for building your influence within organizations -- especially in managing up and across -- to get things done. It is designed for emerging leaders who aspire to positions of broader scope and impact. Using a highly interactive format with research, cases, as well as the instructor's executive experiences in complex organizations, we will explore multiple dimensions of political agility; among these are mapping the terrain, leveraging your power sources, building social capital, creating a persuasion campaign, and nurturing authenticity and trust. You will leave with a toolkit of ideas for enhancing your influence -- and results - in your organization.
Date: TBD

Fee: $495

For more information on these programs please contact 816-235-5439

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University of North Carolina at Chapel Hill

Negotiation Skills for Effective Managers


This two-day negotiation skills program will allow leaders to enhance their current strengths while practicing their negotiation skills. Faculty leaders will help leaders tackle difficult negotiation issues and will arm them with negotiation techniques such as how to defend against probing questions and how to know when and if making the first offer is appropriate.

Dates: May 23-24, 2013

Tuition: $2,700

Location: The Rizzo Conference Center; Chapel Hill, North Carolina
For more information please contact: 1-800-UNC-EXEC or email unc_exec@unc.edu
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University of Richmond

The Power of Influence

Today more than ever, it is crucial that we have the ability to influence others in a way that maximizes the effectiveness of the organization.  But for many of us, that skill does not come naturally.  In this seminar, you will focus on the key elements of the influencing process and discover the techniques of getting things done without formal authority.
Key Takeaways

  • Strengthening Your Credibility: The First Step

  • Building Relationships using Reciprocity

  • The Power of Persuasion

  • Key Communication Skills

Date: April 16, 2013

Fees: $545

Contact: (804) 289-8019 or execed@richmond.edu

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University of South Carolina

Leadership through People Skills®

One of our highest-rated Executive Education programs, Leadership through People Skills is designed for both the rising star who needs to expand personnel management skills and the seasoned manager looking for new strategies to build staff performance and collaboration.
You will learn:

  • Effective use of collaborative leadership

  • Communication skills for direct reports, peers and managers

  • Effective conflict resolution and mediation

  • How to manage difficult or negative people

  • How to facilitate innovation: open exchanges of ideas and information

Program Dates: Dec. 9-12, 2013
Program Tuition:
$2450/participant ($1950/participant for two or more)

Contact Number: 803 777-4443 or 800.393.2362
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International Negotiation: How to Overcome Cultural Business Challenges

International Negotiation: How to Overcome Cultural Business Challenges shows you how to successfully manage the negotiation framework in an international environment. Case discussions, videos and a negotiation simulation give you the tools to put your new negotiation skills to work immediately.
You will learn:

  • The effects of culture and other system differences on cross-national negotiations

  • How to use the five bases of power in negotiation

  • Techniques mastered by the best negotiators

  • Differences between zero-sum and relational-based negotiating—and when to use them

  • How to increase the size of the outcome "pie"

  • Differences in negotiating styles throughout the world

Program Dates: June 25-26, 2013
Program Tuition:
$1350/participant ($1050/participant for two or more)

Contact Number: 803 777-4443 or 800.393.2362
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University of Virginia

Negotiating Success: A Learning Laboratory
Successful business leaders integrate negotiating skills across every aspect of their daily functions. To sustain a competitive advantage, executives must know the powerful strategies used to increase influence, improve relationships, and enhance effectiveness. Negotiating Success: A Learning Laboratory is designed to help novice and experienced managers become better negotiators. The program creates an intensive learning laboratory where participants engage in a series of actual face-to-face negotiations that will help develop and enhance their skills. These negotiations are then followed by in-depth debriefs where the experiences are explored and analyzed to build best practices, insights, and conceptual frameworks shared by successful negotiators.
Using studies that contain a broad range of issues faced by operating managers and other professionals in typical business situations, this program helps participants develop core skills for assessing a negotiation, developing a strategy, and executing it to create better outcomes, sustainable relationships, and more comfortable negotiating processes.

  • Conceptual Structures of Competitive and Cooperative Negotiations

  • Mechanisms for Identifying and Creating Value

  • Strategies for Ensuring a Good Deal

  • The Role and Components of Effective Preparation and Analysis

  • The Use of Value-Creating Alternatives to Achieve One’s Own Self-Interest

  • The Value of Information, Goals, Opening Discussions, and Predetermined Walkaways

Dates: September 23-27, 2013 (Tentative)

Fee: TBD

Rebecca Yancey

Phone +1 877.833.3974 U.S./Canada

+1 434.924.3000 Worldwide

Fax +1 434.924.4402

Email: Darden_Exed@darden.virginia.edu

Web: www.darden.virginia.edu/exed
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University of Wisconsin - Madison

Beyond Price: Negotiation Strategies for Practical and Profitable Agreements
Preparation, people, and process are three key factors to reaching practical and profitable agreement. This interactive, contract negotiation course is designed to give supply chain professionals the critical skills required in these important areas. The course format provides a solid negotiation definition, negotiation examples and negotiation cases, and the specific guidance needed to negotiate with members of your organization’s supply chain—including customers, suppliers, vendors, and outside service providers—through effective cross culture communication.

You will learn to:

    • Understand negotiation’s essential attributes: what is negotiation, why should we do it, where should we do it, with whom we should do it, and when should we do it

    • Define negotiation philosophies and styles; gain negotiating strategies and negotiating techniques

    • Effectively prepare for a negotiation with hands-on exercises that incorporate computer-based spreadsheets, analysis tools, and Internet references

    • Become a savvy price negotiator: identify issues and each party’s interests, and then develop valid options, alternatives, and offers

    • Formulate and execute a negotiation strategy based upon facts and analysis

    • Conduct the face-to-face negotiation conference: use steps and techniques in reaching agreement and getting closure

    • Determine what is needed in the post-negotiation phase and how to judge the outcome

Program Dates: March 18-20, 2013; August 26-28, 2013; November 18-20, 2013

Program Tuition: $1,795 USD

Contact Number: 608-441-7357
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How to Influence Without Direct Authority


Develop the persuasion and influence skills possessed by effective leaders! Most managers have less formal authority than they need to carry out their responsibilities. Effective, innovative managers know how to use informal, indirect authority to influence key stakeholders: the boss, peers, associates, customers, suppliers and staff.
In this course, you learn how to expand your power and positive influence beyond your formal authority in order to get the job done. Examine characteristics and skills of influential people to understand the sources of informal power. Discover how to analyze situations requiring influence and find out how to build effective relationships upward, downward and laterally. Learn influencing strategies, trust-building skills and tools of team-building and oral and written persuasion. Learn how to:

    • Build and leverage the power base you already possess

    • Establish trust, credibility and rapport

    • Work across organizational lines to get the job done

    • Use team-development tools

    • Communicate a convincing, credible professional image

    • Find ways to overcome bureaucratic impediments

    • Deliver presentations through in-class practice

    • Become a positive, powerful advocate for your area and direct reports

Program Dates: February 11-13, 2013; April 29-May 1, 2013; August 12-14, 2013; September 30-October 2, 2013; December 9-11, 2013

Program Tuition: $1,895 USD

Contact Number: 608-441-7357
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Gaining Commitment: Coaching and Motivating in the Workplace


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