The CFO RoundTable Presents:
The Art and Science of Negotiation
December 2nd, 2009
The CFO Roundtable is providing an opportunity for participants to learn key techniques and strategies of the “art and science” of negotiations. CFOs are increasingly called upon to negotiate complex deals with a broad range of stakeholders. Negotiations and Leadership expert Anne Donnellon, professor at Babson College, will lead a seminar on the important concepts and strategies employed by successful negotiators in what is sure to prove to be a dynamic learning experience.
After attending the course, participants should:
- Understand key concepts and strategies of successful negotiators
- Recognize formal and informal ways that managers negotiate differences
- Be able to apply concepts learned in the seminar in various real life managerial situations
In this 2 hour program, Professor Donnellon will lecture on various research and concepts developed in a number of academic fields on the topic of negotiations. She will demonstrate to participants the formal and informal ways that managers negotiate differences. To enhance the learning experience, Dr. Donnellon will utilize a negotiations case study as well as negotiation simulation exercises by seminar participants.
Biography of Speaker
Dr. Donnellon is an Associate Professor of Management at Babson College. She teaches leadership, negotiation, teamwork, and organizational design in the Graduate School of Business and in Babson Executive Education. She has served as curriculum coordinator in the MBA program and is the recipient of the Kennedy Award for Teaching Excellence. She is the author of Team Talk: The Power of Language in Team Dynamics, published by Harvard Business School Press. The book has been translated into several languages, and has served as the basis for both an interactive corporate training product entitled Teams That Work, and two Harvard ManageMentor books, Leading Teams and Keeping Teams on Target. Dr. Donnellon is the co-author of The Post-Bureaucratic Organization and has also published numerous articles in journals such as Administrative Science Quarterly, Strategy and Leadership, and the Journal of Product Innovation Management. Her several book chapters include “Power, Politics and Influence: Savvy and Substance in Organizations” in the Portable MBA in Management. She has developed many teaching cases on companies as diverse as Honeywell, 3M, Petroleos de Venezuela, Standard & Poors, Gillette, and YPF S.A.
Dr. Donnellon teaches in many executive education programs and has consulted to numerous companies including AT &T, Bell Northern, Chubb & Son, Dow Chemical, EMC, Lucent Technologies, McKinsey, and Pfizer, Inc. She has also worked with several small, entrepreneurial firms and led management development seminars for entrepreneurs through the Small Business Association of New England, the Center for Women and Enterprise, and the International Fund for Ireland. A popular speaker, Dr. Donnellon has addressed such organizations as Caisse d’Epargne, Conference Board, Fidelity Investments, Merrimack Pharmaceuticals, Molecular Technology, and New England Media Group. The subjects ranged from performance management, organizational change, entrepreneurial leadership, cross-functional teamwork, and women’s leadership. Her international work includes seminars and speeches for St. Gobain, Invest Northern Ireland, Chalmers Institute of Technology and the University of Gothenburg, Petroleos de Venezuela, Siemens, the Royal Bank of Canada, and Bell Northern. Dr. Donnellon’s areas of expertise include: leadership and influence, negotiation and conflict management, teamwork, and organizational change. Current research projects focus on influence in global organizations and women’s networks.
Previous to joining the Babson faculty, Dr. Donnellon taught at Harvard Business School for six years, and the University of Colorado. She earned her B.A. at the University of Cincinnati, her M.A. at Columbia University, and her Ph.D. at Pennsylvania State University.
Program Level: Advanced
Recommended CPE: 2.4
Program Prerequisites: None
Advanced Preparation: None
Delivery Method: Group- Live
The CFO RoundTable is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site: www.nasba.org.
When & Where
The CFO Leadership Council
The CFO Leadership Council is a community of senior financial executives dedicated to developing strong leadership at all professional levels, from Controller to CFO.
Our community is a nationwide group of knowledge seekers from all industries who come together to help solve each other’s challenges and celebrate successes.
Learn more at www.cfoleadershipcouncil.com.