2014 Schedule-Heinz Negotiation Academy for Women - Carnegie Mellon University

2014 Schedule

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Negotiation Masterclass

Ask yourself: What do you want? Why do you want it? What are the obstacles to getting it? In this introductory module, students will recognize opportunities to negotiate, eliminate anxiety, feel entitled to get what they want and avoid social consequences that inhibit good outcomes for themselves and their organization. This session provides an effective protocol for planning and executing most negotiations.

Understanding Power & Influence Networks

Learn how to identify and navigate your organization’s internal networks to better understand how they influence performance, promotions and decision-making. Assess the adequacy of your existing and potential network ties in achieving your strategic career goals.

Leadership and Authority

Understand the unique challenges that women leaders face and sharpen your own leadership skills through better decision-making, greater influence and more effective motivation strategies. Examine the basis of women’s reluctance to claim the authority to lead, and the repercussions that arise from it. Learn how to enhance your negotiating power despite societal and organizational barriers.

Communicating with Impact

Achieve presence, project authority, command respect, and build strong and lasting relationships. Manage your visibility, gravitas and communication style for maximum effectiveness in the workplace.

Negotiation Masterclass

Claim and create value, develop strategies of influence, and learn to create integrative agreements that benefit all sides. Master competitive negotiation strategies in dual- and multi-party scenarios.

Negotiating your Leadership Brand

Proactively create a more accurate, appreciative, and complex understanding of your personal and professional value. Cultivate and hone your unique identity moving forward.

Evidence-based Management

Identify, access and use accurate and reliable evidence to make more concrete, research-supported decisions for your business or organization.

Creating ‘I –deals’

Examine the hidden but widespread phenomenon of idiosyncratic deals, whereby individual employees bargain for employment arrangements that differ from their peers.

Conflict in Teams

Explore the role of power, rights and interests in negotiations. Understand conflict in teams by examining how perceptions of tasks, processes and values contribute to this discord and provide solutions or strategies for agreements.

Saying “No” When You Need To

How to analyze and prioritizes your goals and avoid self-sabotage by always saying “yes”. Outlining gender expectations, obligations and why this is an issue that is both important to master and treacherous for women to navigate without a plan.

Negotiating Generational Diversity

Examine how generational values, cultural touchstones, management style, work ethic and technology can divide teams and organizations. Explore opportunities to capitalize on differences and to optimize diversity in groups.

Emotional Intelligence/Emotional Regulation

Use social competence, self-regulation and self-awareness to effectively negotiate and manage internally and externally. Identify triggers and strategies to overcome emotional disasters; make conflict work for you.

Negotiation Masterclass

Build a negotiation legacy by recognizing bias, understanding resistance and constraints, and successfully navigating imbalances in bargaining power. [Strategic Partners Invited]