Spring Semester Course Offerings
Negotiations Done Right
Daniel R. Ames
(for Rising/Advanced Members) Few people have a strategic game plan for how to approach negotiations—or how to improve their negotiation skills. Together, we will examine how effective negotiators take a panoramic view of bargaining. We’ll step through the “Five Dramas” of negotiation, including the private negotiation you have with yourself and the party drama concerning the cast of characters involved.
Daniel Ames (Ph.D.) is a tenured professor in the Management Division at Columbia Business School, where he leads the School’s curriculum on negotiation. He is also the creator and leader of Negotiable, a collection of digital resources that helps people build, maintain, and apply their ability to negotiate.
A social and personality psychologist, Daniel earned his doctorate from the University of California, Berkeley. His research revolves around how people perceive and interact with one another. He studies how people fight and cooperate, how people form impressions and bond, and how people read one another’s minds—or fail to. His work appears in scholarly outlets in psychology and organizational behavior and has been covered by media outlets ranging from The New York Times to Scientific American to Forbes.
taking the stage
(for Rising/Advanced Members) Imagine if you could lead every time you talk. Learn how to speak up, stand out, and ultimately succeed. Develop effective communication to ensure your voice is heard. Share your ideas with confidence to influence your audience. Master the art of holding a room through what you say. Communication is a critical component to your professional growth and overall success. Take the Stage starting today!
Seka is an Associate based in The Humphrey Group’s Vancouver office. She supports leaders by facilitating group programs and individual coaching sessions. She works with senior leaders to identify impactful messages and powerfully deliver them. She’s especially skilled at distilling broad, complex topics into motivational and actionable messages.
Seka has experience in a number of industries, including health care, government, not-for-profit, and technology. She brings warmth, curiosity, and authenticity into her work and is committed to her clients’ success. Having worked in a range of industries, and for a variety of audiences, Seka values communication for its ability to transform vision into inspired action - especially at the leadership level. She earned her BBA in Marketing and Public Relations from Gonzaga University and her MA in Organizational Psychology from Adler University.
build your brand
(for Emerging Members) Your personal brand is what people say about you when you are not in the room. People talk about us at very specific and important times in our career: when we are interviewing, before performance reviews, when the bonus is allocated, and during promotions. These are the most important discussions in our career! Don’t leave it to chance that others understand your strengths and capabilities...control your brand.
After a successful 20 year career in technology, Alli Young founded The Forem to unlock opportunities for women and entrepreneurs across disruptive brands and Fortune 500 organizations. Alli strongly believes that corporations have an opportunity to identify, attract and grow high potential employees. This allows organizations to tap into persistent ‘pent-up potential’ to compete harder, drive more revenue and innovate faster.
As CEO, Alli oversees all aspects of The Forem organization. She has a proven executive management track record driving transformation and growth in the technology industry. In her last role, Alli led Americas at Turn, a tech company in the middle of a challenging transition and exit. In her most prominent role, Alli led the Advertising Technology sales teams during her 11 year tenure at Google where she focused on strategic partnerships and aligning customer goals with emerging tech solutions. Alli began her career at Yahoo! and moved on from there to lead creative and marketing strategy at both Deutsch and Mediacom.
(for San Francisco Members) To be a great boss and create high-performing, happy teams, the single most important thing you can do is focus on feedback: giving it, receiving it, and encouraging it. Radical Candor is a simple framework developed to help you build a culture of great feedback. Radical Candor is the ability to give feedback in a way that challenges people directly and shows you care about them personally. It will help you and all the people you work with do the best work of your careers and build stronger working relationships. Radical Candor really just means, “say what you think.” But people rarely do this. Why is it so rare that such a simple thing feels radical?
Joe Dunn started his career as an engineer, then became a manager and executive, building engineering and product groups at startups around Silicon Valley. His experience ranges from being one of “three guys in a garage”, to leading engineering through an IPO, to creating an early dot com that successfully exited. As a coach and mentor, Joe’s focus is bringing emotional intelligence and the human sides of ourselves to organizations at scale.
enhancing influence in leaders
(for London Members) This session offers an interactive program to allow leaders to maximize their influence without changing the incentive or information set. Using empirically grounded examples, participants will learn about 10 strategies that increase the likelihood of effectively persuading negotiation counterparts at work and beyond. Reflect upon an important situation at your organisation, for which you had hoped to impact its development/outcome but ultimately were not fully able to do so. How might you approach a similar situation in the future?
Chia-Jung Tsay is an Associate Professor in the University College London School of Management. Her research examines the psychological processes that influence decision making and interpersonal perception in performance contexts. She investigates the role of expertise and nonconscious biases in professional selection and advancement.
Tsay graduated Phi Beta Kappa with an A.B. in Psychology and an A.M. in History of Science from Harvard University. In other professional experience, as a classical pianist, Tsay has performed at venues including Carnegie Hall, Lincoln Center, and the U.S. Embassy. She holds degrees from the Juilliard School and the Peabody Conservatory of Johns Hopkins University, where she later served as faculty. Tsay received a Ph.D. in Organizational Behavior and Psychology with a secondary Ph.D. field in Music from Harvard University, and has taught at institutions including Oxford, Tsinghua, UNC Chapel Hill, and Wharton.