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The Art and Science of Negotiation

The CFO Leadership Council

Wednesday, December 2, 2009 from 7:30 AM to 10:30 AM (EST)

The Art and Science of Negotiation

Ticket Information

Ticket Type Sales End Price Fee Quantity
VIPs (Steering Committe Members, Partners, and their Guests) Ended Free $0.00
CFO RoundTable Members Ended Free $0.00
Other Financial Executives Ended $60.00 $0.00
Wait List Ended Free $0.00

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Event Details


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.

Learning Objectives

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

Program Content

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

Anne Donnellon
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.


Have questions about The Art and Science of Negotiation? Contact The CFO Leadership Council

When & Where

Emerging Enterprise Center at Foley Hoag
1000 Winter Street
Waltham, MA

Wednesday, December 2, 2009 from 7:30 AM to 10:30 AM (EST)

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The CFO Leadership Council

The CFO Leadership Council is the premier networking organization for CFOs and other senior financial executives in New England. 

Formed in 2006, The CFO Leadership Council provides senior financial executives with the unique opportunity to network monthly and participate in timely professional development in an environment built by and for their peers. Our diverse membership includes senior financial executives who work across a broad range of industries, including technology, professional services, life sciences, financial services, manufacturing, and more.

To learn more, visit our website today a www.cfoleadershipcouncil.com

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The Art and Science of Negotiation
Waltham, MA Events Business

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