Focus: Career Negotiations

How do you negotiate your way to success in your career? In this issue, we begin with a look at the importance and challenge of negotiations in your career. These negotiations are so complex that they are usually left for the last part of Wharton's weeklong Executive Negotiation Workshop. Also in this issue, the academic director of a new Wharton program on Women in Leadership discusses with Vice Dean Robert Mittelstaedt the specific demands of leadership for women. And a senior executive from Unisys discusses the value of mentors and continuous education in advancing his career.

We received some great questions in response to our Career Challenge in the December newsletter. We are in the process of reviewing and formulating responses, which we will begin publishing in our February newsletter.

As always, we welcome and appreciate your feedback on these and any other topics.

Best regards,
Barbara Gydé
Senior Director, Executive Programs
[barbaracg@wharton.upenn.edu]

Caption: "I'm moving up to be Chairperson-of-the-Board. One of you will be President."

© The New Yorker Collection 1987 Ed Arno from cartoonbank.com. All Rights Reserved.

Thought Leaders
Larry King's Best Mistake: Negotiating for Career Success

Managers negotiate throughout their careers, but what does it take to negotiate for career success? Among the advice offered by Wharton Professor Richard Shell, director of Wharton's Executive Negotiation Workshop: be yourself, and be clear about your goals. [More]

In the Classroom
Women in Leadership

What does it take for women to succeed as leaders? Anne Cummings, academic director of Wharton's new Women in Leadership program, discusses in a dialogue with Vice Dean Robert Mittelstaedt, Jr. some the challenges and opportunities that inspired the new program. [More]

Career Profile
Curt Girod: "Change is a Way of Life"

While other managers in their 20s were earning their MBAs, Curt Girod was standing at the front of the classroom discussing a case study on one of largest mergers in the computer industry, which he helped to lead. But the Unisys executive returned to Wharton a short time later for the Advanced Management Program to fill in gaps in his knowledge and broaden his perspectives. And this commitment to education has brought him back to Wharton many times since. [More]

The Last Word
Work as Negotiation

All work involves negotiation. In a world in which products, industries, and jobs are in flux, it is negotiation that shapes and drives progress, as Vice Dean Robert Mittelstaedt, Jr. discusses. [More]

Education à la Carte
Strengthen Your Career Bargaining Position

The stronger your skills, the better position you will be in to advance your career. Among our upcoming offerings are programs to strengthen your strategic thinking, leadership, strategy, business process outsourcing, and marketing metrics.

Philadelphia Programs:

• Executive Negotiation Workshop: Bargaining for Advantage™
  Gain practical, intensive, and transformative skills for learning how to analyze negotiations so you can better control the process and improve your results. You will identify your own negotiating strategies, strengths, and weaknesses and explore the latest practice and theory on negotiation.
  March 21–26, 2004; July 25–30, 2004
  Competencies/Skill Development: Influencing People, Personal Development, Communication
  
  
• Finance and Accounting for the Non-Financial Manager
  Understand and apply the core concepts of financial and accounting methods through case studies, group projects, and "integration sessions."
  March 14–19, 2004; June 6–10, 2004
  Competencies/Skill Development: Business Acumen, Cost Controls
  
  
• Strategic Thinking and Management for Competitive Advantage
  This program offers methods for thinking through your strategy to build competitive advantage and helps you enhance your ability to assess the strategic impact of the moves of your competitors.
  April 18–23, 2004
  Competencies/Skill Development: Market Awareness, Developing Strategy, Communication
  
  
• The Leadership Journey: Creating and Developing Your Leadership
  Examine and learn how to strengthen your personal leadership style, as well as explore new models of leadership. Sessions include team exercises, case discussions, computer simulations, physical challenges, Shakespearian drama, and a battlefield visit. Typical attendees include CEOs, COOs, EVPs, and department-level directors.
  April 18–23, 2004; October 3–8, 2004
  Competencies/Skill Development: Visionary Leadership, Developing Talent, Leading Teams
  
  
• Implementing Strategy
  This program gives you a broad view of implementation and a thorough understanding of each piece of the implementation process so you can make more informed decisions on efficiency and effectiveness.
  April 25–30, 2004; Sept. 19–24, 2004
  Competencies/Skill Development: Managing People, Communication, Developing Strategy
  
  
• Women in Leadership: Legacies, Opportunities, and Challenges
  With the help of faculty, you'll reassess your capabilities, examine barriers that may inhibit your particular success as a woman leader, and develop strategies for learning from and leveraging both.
  June 7–11, 2004
  Competencies/Skill Development: Coaching Others, Facilitating Change

Caption: "The ginger root got the promotion because the ginger root is qualified."

© The New Yorker Collection 1992 Leo Cullum from cartoonbank.com. All Rights Reserved.

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Related Stories in Knowledge@Wharton

How Deception, Reputation, and E-mail Can Affect Your Negotiating Strategy

Got a New Job? Better Check That Non-Compete Clause

Suing Your Customers: A Winning Business Strategy?

Women in Business: Relationships, Vision, and That 3:30 p.m. Soccer Game

Reading the Signals: Janet Hanson, Founder of 85 Broads, on Networking and Success

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