Continuing Education & Professional Development
Negotiation and Strategic Persuasion
Negotiation and persuasion are core leadership skills. This intensely experiential workshop uses material created by Wharton Professor Richard Shell and Mario Moussa, a principal at Center for Applied Research (CFAR). Day 1 helps participants to learn how to conduct real-world negotiations, from personal to professional, small to large, daily to extraordinary, and offers personal feedback on their unique negotiating strengths and weaknesses. Participants practice new skills with different partners in a variety of situations and learn practical, intensive, and transformative techniques. Participants apply their skills immediately to their current negotiating challenges and develop frameworks and capabilities that can be used throughout their careers. Key Topics include: (1) Leverage [What It Is and How to Use It]; (2) The Role of Relationships in Building Negotiations; (3) Transforming Competition into Cooperation; (4) Personality, Strengths, and Weaknesses in Negotiations; (5) Culture, Perception, and International Transactions; and (6) Dealing with Emotional or Irrational Situations.
Day 2, which is on strategic persuasion, looks inside formal and informal communication networks, examining how co-workers and teams maneuver for resources, visibility, and leverage to fulfill their responsibilities. Drawing on cases, we examine how leaders and managers strive to get people on board, to create ownership and commitment to key initiatives, and to exercise influence up, down and across organizational boundaries, formally and informally. This approach helps participants to grasp why some persuasion strategies are more effective than others and gives participants feedback about their personal effectiveness. People are given the opportunity to understand their own collaboration and influence styles, and how to apply strategies to become more effective.
Date(s): Friday, February 22, 2008 (9:00am–5:00pm)
and Saturday, February 23, 2008 (9:00am–4:00pm)
Location: 3815 Walnut St, Seminar Room B, School of Social Policy & Practice Annex
Instructor(s): Chatham Sullivan and Barry Dornfeld
Chatham Sullivan is an associate at The Center for Applied Research (CFAR). Drawing on expertise in psychology and business, his work focuses on the intersection between business economics and organizational dynamics, particularly in strategy planning. In addition to his work at CFAR, Chatham teaches negotiation, organizational change and leadership at the Aresty Institute of Executive Education at the Wharton School. His approach to consulting is to support client organizations to develop their own internal capacities to constructively engage and address the problems and opportunities their organizations face. Chatham has a doctorate in organizational psychology from Rutgers University.
Barry Dornfeld’s background as an anthropologist, filmmaker and professor have trained him to listen and ask questions, then to apply his insights in constructive ways to make real change in people’s lives and work. These qualities help him connect to and work productively with clients and understand that people invest their personal identities in their work in ways that an organization can leverage and build on. Barry teaches workshops and executive education sessions on topics such as negotiation, influence and persuasion, and organizational change. He has run consulting engagements for large corporations, non-profits, and family businesses in organizational change, strategy, and governance. Barry, who co-directs CFAR’s family and owner-led business practice, received his PhD in Communication from Penn’s Annenberg School.