During the weekend of 12-13 September Dr. Jennifer Beer will be teaching at the ALBA Executive MBA Program the course “Negotiations, Power & Influence”. Dr. Beer is a Lecturer at the Legal Studies and Business Ethics Department of Wharton. She is a teacher, mediator and anthropologist, who trains organizations and communities in how to negotiate conflicts and cross-cultural issues. Dr. Beer has led conflict resolution, negotiation, and mediation trainings for various universities, non-profits, and public sector departments within the US, and for international NGOs in western Europe, Indonesia, Kyrgyzstan, Afghanistan, Greece, and Mauritius. She also runs cross-cultural workshops for automotive and pharmaceutical companies.
This course explores the art of effective negotiations: how to think strategically, what tactics to engage in, and what goals to aim at. Students will practice negotiation skills, receive feedback on individual negotiation problems and improve their ability to analyze the motives of individuals and organizations in competitive and cooperative settings. In addition, they will explore organizations as political entities and how to use power and influence to promote organizational goals. They will learn to analyze power structures and develop methods for exercising influence to make things happen.