Carnegie Mellon Leadership and Negotiation Academy for Women

Leaders aren’t born — they’re developed. The Carnegie Mellon Leadership and Negotiation Academy for Women is designed to address the distinct challenges faced by today’s outstanding women, helping them to exceed personal and organizational growth objectives.


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DATE: September 2015 - March 2016 (Six two-day modules)


LOCATION: Carnegie Mellon University - Tepper School of Business
Executive Education Center
Pittsburgh, PA 15213


FEE: $14,900

Successful organizations understand the competitive advantage derived from superior talent. They prize a diverse and highly-skilled leadership team and recognize the unique issues facing their female front-runners.

 

The Tepper School of Business and the Heinz College of Public Policy together deliver a program that advances competitive organizations that believe in developing exceptional female talent.  The Carnegie Mellon Leadership and Negotiation Academy for Women is a unique program designed specifically to address the distinct challenges faced by today’s outstanding women, helping them to advance their singular strengths and surpass both personal and organizational growth objectives.

 

This program is the first of its kind to emphasize the crucial aspect of negotiation in developing female executives. Delivered in six two-day modules, the focused sessions will deliver greater understanding and ability in not only effective negotiation, but also decision-making, motivation strategies, conflict-resolution and more.

 

Participants in the Carnegie Mellon Leadership and Negotiation Academy for Women receive:

 

- 100+ hours of instruction from renowned academic and industry experts
- Personal, one on one coaching for the duration of the program
- Individualized, organization specific and immediately applicable leadership and negotiation success strategies
- Networking opportunities with Academy Alumni and Business Leaders
- Exposure to Carnegie Mellon’s game changing technologies

  • Program Schedule

    The Carnegie Mellon Leadership and Negotiation Academy consists of six, two-day modules which run September 2015 through March 2016.

    Modules focus on the following topics:

    Negotiation Masterclass

    Ask yourself: What do you want? Why do you want it? What are the obstacles to getting it? Recognize opportunities to negotiate, eliminate anxiety, feel entitled to get what you want and avoid social consequences that inhibit good outcomes for you and your organization. Explore negotiation and organizational obstacles that women in particular face and provides an executable protocol for planning and executing most negotiations.

    Understanding and Negotiating your Leadership Brand

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

    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.

    Building Capacity to Drive Results  

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

    Communicating with Impact

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

    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.

    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.

    Navigating Financial Impact and Decision Making

    Build literacy and decision making skills for financial and non-financial participants. Enhance understanding of capital expenditure significance and improve capital expenditure analysis and business justification. Deepen understanding of the principles of shareholder value, its key value drivers and the role that management plays in its creation and enhancement.

    Innovating to Build Business

    Assume the role of change agent, explore the innovator’s mindset, gain leadership insights for driving growth and new business models. Explore workplace examples and applications, including game changing technologies.

    Evidence-based Management

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

  • Participants

    Who Should Attend?

    This program is designed for women leaders with significant responsibilities within the corporate, public sector, entrepreneurial, academic or non-profit environments. More specifically, women leaders with eight or more years of experience leading people and/or projects.

    Participants will gain ability in:

    - Negotiating strategic initiatives and deals for their organizations and its stakeholders
    - Mastering a new paradigm for solving problems
    - Enhancing relationships and expanding influence
    - Closing the gender gap and navigating barriers
    - Leveraging talents and claiming value

    Thoughts from an Academy alumnus...."Part of the Academy’s genius is in bringing together women of varied backgrounds, ages and careers. We are executives at major corporations, family business owners, engineers, accountants, lawyers and educators. We learn from the case studies presented by internationally sought-after professors and consultants -- but we also learn from each other. I’ve probably learned the most from the women with whom I initially thought I had the least in common. I am everlastingly grateful to be a part of the Academy community, which continues to be a valuable professional and personal network for me."
  • Featured Faculty

    The Carnegie Mellon Leadership and Negotiation Academy will be led by distinguished professionals and faculty members from across Carnegie Mellon University.

    Professor Linda C. Babcock

    Linda Babcock is Co-Founder of the Carnegie Mellon Leadership and Negotiation Academy and founder of Carnegie Mellon University’s Program for Research and Outreach on Gender Equity in Society (PROGRESS). She is the James Mellon Walton Professor of Economics at the Heinz College at Carnegie Mellon University.

    Dr. Babcock has a Ph.D. in Economics and she specializes in negotiation and the advancement of women. Her research has appeared in the most prestigious economics, industrial relations, psychology, business, and law journals, and has received numerous grants from the National Science Foundation.

    She also is the co-author of two highly regarded books about women and negotiation, Women Don’t Ask: The High Cost of Avoiding Negotiation—and Positive Strategies for Change and Ask For It: How Women Can Use the Power of Negotiation to Get What They Really Want. Women Don’t Ask was named by Fortune Magazine as one of the 75 smartest business books of all time. Dr. Babcock consults regularly for professional services firms, health care systems, technology companies, governmental entities, arts and entertainment organizations, social service providers, professional associations, and academic institutions.

    Professor Laurie R. Weingart

    Laurie R. Weingart is the Carnegie Bosch Professor of Organizational Behavior and Theory and Director of the Accelerate Leadership Center at the Tepper School of Business at Carnegie Mellon University.

    Dr. Weingart’s research examines negotiation, conflict, and innovation in teams. She has published extensively and has received numerous awards for her research on these topics. As of July 1, 2014, Dr. Weingart will be taking on the role of Senior Associate Dean of Education at the Tepper School.

    Sara Laschever

    Sara Laschever is Co-author, with Linda Babcock, of Women Don’t Ask: The High Cost of Avoiding Negotiation—and Positive Strategies for Change and Ask For It: How Women Can Use the Power of Negotiation to Get What They Really Want. Her work has been published by The New York Times, The Harvard Business Review, The New York Review of Books, Vogue, Glamour, WomensBiz, and many other publications.

    A writer, editor, and cultural critic, Ms. Laschever is frequently cited in the national and international media as an expert on the persistence of the wage gap, women and conflict resolution, work-life balance issues, and the multiple factors influencing women’s long-term career success. She lectures and teaches workshops about women and negotiation for corporate audiences, colleges and universities, law firms, government agencies, and women’s leadership conferences in the U.S. and around the world.

    Leanne Meyer

    Leanne Meyer is a leadership expert, executive coach, gender specialist and professional consultant. Her work focuses on assisting leaders navigate critical inflection points where many have outgrown their professional identity and, given the demands and responsibility of their roles, need to change their perspectives regarding what is important and accordingly, how they spend their time and what new skill sets and behaviors they develop. Leanne consults and coaches regularly, and her clients include such companies as GlaxoSmithKline, McKesson, Joy Global, UBS, EQT, Bayer, the American Bar Association, Buchanan Ingersoll & Rooney, Highmark, UPMC, LMA, and Giant Eagle.

  • Bottom Line Results

    Carnegie Mellon Leadership and Negotiation Academy Participants recognize relevant and applicable results. Upon completion of the program, Participants are equipped to:

    – Diagnose problems, make effective decisions, influence and motivate others
    – Contribute positively to the culture and economic success of their organization
    – Obtain the resources necessary to realize their potential
    – Identify and leverage connections essential to getting the job done
    – Negotiate conditions for optimal results for themselves and their company
    – Demonstrate confidence under pressure
    – Reduce organizational conflict and eliminate barriers to effective negotiation
    – Articulate individual professional goals and how to meet them
    – Communicate clearly, command attention and convey authority
    – Develop an authentic, winning personal brand


    Organizations recognize positive results from the Academy:

    – Retain and develop female employees, reduce attrition costs and productivity losses
    – Attract top female talent for competitive advantage
    – Strengthen their pipeline to female clients, potential customers and stakeholders
    – Increase productivity when teams work well together
    – Enable women to help achieve strategic goals by negotiating key initiatives
    – Become branded as organizations committed to investing in diverse leadership
     
    Feedback from Past Participants:

    “An incredibly impressive part of the Academy experience is the group of experts who speak to us on leadership and negotiation. In each week of information exchange, I’ve been able to explore ways to leverage their collective expertise and bring that back to PNC to benefit a much broader group of people."  
    - Managing Director, Debt Capital Markets at PNC Bank

    "Game-changing!" That is how I would describe my experience at the Academy for Women. 
    - Vice President Total Rewards, Highmark, Inc.


  • In The News

    Academy representatives are frequently sought by many high-profile national and international media outlets to provide expert insight on wide-ranging issues such as gender and bias in the workplace, equal pay, and negotiation strategy.

    Pittsburgh Business Times: CMU's Heinz Negotiation Academy Prepares for Second Round (October 25, 2013)

    Diversity Woman Magazine: Does Gender Matter in Negotiating? (September 2013)

    Bloomberg BusinessWeek video:
    Failure to Negotiate Like Men Fuels Gender Pay Gap (August 13, 2013)

    Forbes.com: Bad News From the Top: The Gender Pay Gap in the C-Suite is Still Women's Fault (August 13, 2013)
     
    Marie Claire magazine: Leveling the Playing Field: Our Salary Negotiation Guide (May 16, 2013)

    The Huffington Post: Job Success for Women: 5 Keys to Thriving Professionally (May 13, 2013)

    DailyWorth.com: Six Ways to Get the Raise You Deserve (April 9, 2013)

    Forbes.com: An Academy of Our Own (March 14, 2013)

    "Katie": Why Women Lose at Negotiation and What We Can Do About It (March 12, 2013)                                   
    Dr. Linda Babcock appears on Katie Couric's daytime TV show alongside Facebook's Sheryl Sandberg, Harvard Assoc. Prof. Hannah Riley Bowles, Lululemon CEO Christine Day and The WAGE Project President Evelyn Murphy.

    The Atlantic: 'Don't Ask, Don't Get': How To Fix the Gender Gap in Salary Negotiations (January 10, 2013)

    The New York Times: To Solve the Gender Wage Gap, Learn to Speak Up (December 16, 2012)

  • Remembering Our Co-Founder

    M.J. Tocci  -  "The friend we all wanted to have, the woman we all hoped to be."

    Co-founder of the Negotiation Academy for Women, M.J. Tocci was the winner of the 2011 ATHENA women’s leadership award, President of Fulcrum Advisors and a Principal in Trial Run Inc. Named by California Lawyer Magazine as One of California’s Most Effective Prosecutors, she was an award-winning prosecutor and teacher of trial advocacy, communication, negotiation and leadership skills for 20 years. She designed and taught in women’s leadership programs nationwide. As an attorney, consultant, coach and trainer, M.J. guided women at all levels to recognize and refine their leadership skills and helped corporations, educators and law firms to create environments that will leverage those skills effectively. She held an undergraduate degree in Anthropology from the University of Connecticut and a J.D. from the University of San Francisco. On February 15, 2014 M.J. lost her battle with ovarian cancer but her legacy and inspiration carries on in this program and every woman positively impacted by its result.

     Watch M.J.'s ATHENA Acceptance Speech

    Read about M.J. Tocci - Tireless worker on behalf of women

    Read about M.J. Tocci, whose life vision was to mentor women

    Read about ATHENA recipient M.J. Tocci
  • Terms & Conditions

    Fee: The program fee of $14,900 per person covers instruction, course materials, coaching, and most meals. Payment can be received in full or in 3 installments.

    Accommodation: Logistic details will be communicated to participants after registration. Cost of accommodation is not included in the program fee. Recommendations for local hotel options can be provided, however rooms reservations and transportation are the responsibility of the participant.

    Cancellation policy: 
    - All requests to cancel must be received in writing
    - Qualified substitutes for registration can be accommodated
    - Cancellations received 21 days prior to the program start date is $250
    - Cancellations received less than 21 days prior to start date: 10% of program fee unless a reservation is place for next session