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Cambridge, MA

Understanding and Solving Complex Business Problems

October 9-10, 2018

This program will introduce participants to "systems thinking"? as a response to the rapid changes in technology, population, and economic activity that are transforming the world, and as a way to deal with the ever-increasing complexity of today's business. Systems thinking was devised to improve people's ability to manage organizations comprehensively in a volatile global environment. It offers managers a framework for understanding complex situations and the dynamics those situations produce. Senior managers can use the system dynamics method to design policies that lead their organizations to high performance. The program is intended to give participants the tools and confidence to manage organizations with full understanding and solid strategy.


Participants will experience the Beer Game, a table game, developed by Jay Forrester. Played with pen, paper, printed plastic tablecloths, and poker chips, it simulates the supply chain of the beer industry. In so doing, it illuminates aspects of system dynamics, a signature mode of MIT thought: it illustrates the nonlinear complexities of supply chains and the way individuals are circumscribed by the systems in which they act.

The program will offer a new way of thinking about and resolving complex, persistent problems that emerge from change. Applying organization theory along with intuitive principles of feedback control, participants will learn to:

  • Assess the likely impact of different policies and decisions that relate to their organization's growth, stability, and performance
  • Recognize business system archetypes that can trigger persistent, long-term problems
  • Use state-of-the-art management tools to identify relationships
  • Intervene effectively to make fundamental changes

Cambridge, MA

Digital Marketing and Social Media Analytics

October 11-12, 2018

New digital technologies have fundamentally reshaped marketing theory and practice the last decade alone. Technology has changed the modes of communication through which firms engage with consumers. Moore's law has made the storage and analysis of consumer data scalable, creating opportunities for fine-grained behavioral analytics. New monitoring tools have fostered precise and personalized customer relationship management practices. The rise of mobile phones and tablets has enabled location based messaging and reciprocal communication. The ubiquity of video content has promulgated rich, native advertising programs. The global emergence of social networking has enabled networked based predictive modeling and new forms of targeting and referral strategies based on the preferences of consumers' peers. And finally, new social media have brought all of this onto the public stage, with word-of-mouth conversations driving brand awareness and brand loyalty, and user-generated content on review and ratings sites making or breaking demand for products or services.

This two-day course provides a detailed, applied perspective on the theory and practice of digital marketing and social media analytics in the 21st century. We will cover concepts such as the difference between earned and paid media, predictive modeling for ad targeting and customer relationship management, measuring and managing product virality, viral product design, native advertising, and engaging the multichannel experience. Throughout the course we will specifically stress the theory and practice of randomized experimentation, AB testing and the importance of causal inference for marketing strategy.

Topics covered in this course include:

  • Search marketing
  • Social network marketing
  • Social media analytics
  • User generated content management and marketing
  • Mobile advertising and commerce
  • CRM strategy in the age of big data and digital advertising
  • Earned vs paid media
  • Predictive modeling for ad targeting
  • Viral product design
  • The multichannel experience
  • Randomized experimentation
  • A/B testing

Upon completion of this course you should have a fundamental understanding of:

  • The digital advertising ecosystem and attribution and pricing models for digital advertising
  • The fundamentals of web and app analytics and KPIs for web traffic and commerce
  • Search engine marketing, search engine advertising, ad auctions, and strategies for optimizing search engine advertising
  • Social network marketing and social network targeting
  • Predictive analytics using social network data, peer-to-peer marketing and personalized social advertising
  • Targeting and segmentation, specifically demographic targeting and segmentation, behavioral targeting and segmentation, social targeting and segmentation
  • Social listening?analysis of user generated content, reviews, ratings and their effects on consumer demand
  • Mobile commerce and analytics

MIT Campus, Cambridge, Massachusetts

Negotiation for Executives

October 11-12, 2018


Negotiation is a daily practice within business organizations. We negotiate all the time--with clients and partners, vendors and suppliers, supervisors and colleagues, employees and recruits. Successful negotiation requires self-awareness, preparation, and practice. This program addresses all three requirements by providing extensive personalized feedback, tips for efficient pre-negotiation planning, and plenty of opportunities to practice and hone your negotiation skills. Drawing on fundamental negotiation principles based on scientific research as well as specific real-world examples, this program aims to enhance personal gains in negotiation, while simultaneously sustaining important relationships.

The MIT Edge

True to the deeply analytical and quantitative MIT style, the material in this program is based on extensive scientific research by Professor Curhan and his colleagues. Professor Curhan is renowned not only for his engaging interactive teaching style, but also for his pioneering research on the social and psychological components of negotiation. His research includes topics such as: conceptions of fairness, concern for personal integrity, lasting reputations, company loyalty, preference change during the course of a negotiation, norms for appropriate negotiating behavior, and relational dynamics among negotiators who interact multiple times

In this program, participants will learn how to:

* Leverage their own specific personality traits and abilities to boost negotiation outcomes
* Enhance bargaining power to claim a larger share of the pie
* Recognize and resolve different types of issues to create and claim value
* Develop strategies for efficient pre-negotiation preparation
* Build and maintain working relationships without forfeiting economic outcomes
* Deal with difficult tactics

Powerful negotiators are valued at all levels of an organization. If your responsibilities include interacting in some shape or form with others, then this program is for you. Typical participants' areas of expertise tend to include:

* sales and marketing
* planning and development
* operations management
* strategic partnerships
* supply-chain agreements
* recruitment and human resources

Course material is presented in a series of lectures, discussions, and engaging exercises that provide extensive personalized feedback and are designed to teach participants how to leverage their individual traits to achieve success and build lasting relationships at the bargaining table. Prior to the first day of sessions, participants are strongly encouraged to complete a detailed written questionnaire that will better customize the experience for each individual negotiator.

Faculty
Jared Curhan
Ford International Career Development Professor
Associate Professor of Organizations Studies

Professor Curhan specializes in the psychology of negotiation and conflict resolution. A recipient of support from the National Science Foundation, Curhan has pioneered a social psychological approach to the study of "subjective value" in negotiation (i.e., feelings and judgments concerning the instrumental outcome, the process, the self, and the relationship). His current research uses the Subjective Value Inventory (SVI; Curhan et al., 2006) to examine precursors, processes, and long-term consequences of subjective value in negotiation.

Deeply committed to education at all levels, Curhan received MIT's institute-wide teaching award presented annually by the graduate student council. Curhan is founder and president of the Program for Young Negotiators, Inc., an organization dedicated to the promotion of negotiation training in primary and secondary schools. His book, Young Negotiators (Houghton Mifflin, 1998), is acclaimed in the fields of negotiation and education and has been translated into Spanish, Hebrew and Arabic. The book has been used to train more than 35,000 children across the United States and abroad to achieve their goals without the use of violence.

Cambridge, MA

Communication and Persuasion in the Digital Age

October 16-17, 2018

Advancements in technology and the rapid proliferation of digital media, data analytics, and online collaboration require executives to lead their organizations with sophisticated communication skills, adapted for these new ways of working. To be a successful leader today, you must be able to effectively persuade and influence at all levels, in person and virtually, and with supporting data.


Edward Schiappa and Ben Shields draw on cutting-edge communication research, theories of persuasion, studies on parasocial interaction, and empirical studies on compelling storytelling to help participants solve problems, make quality decisions, and motivate people. Session topics include speaking persuasively, visual persuasion, communicating quantitative information clearly, and adapting messages to audiences.

The program will help you leverage new communication skills and harness the power of persuasion to:


  • Influence attitudes and change behaviors in your organization
  • Understand how new technology shapes the way we work and communicate
  • Bring your message and your medium into alignment
  • Support your message with data analytics
  • Manage virtual communications with power and presence
  • Apply the latest research to become a confident and inspiring public speaker
  • Create a compelling story to galvanize and motivate people
  • Adapt and deliver your message across different media channels and to diverse audiences
  • Advance the level of discourse within your organization

Cambridge, MA

The Innovator's DNA: Mastering Five Skills For Disruptive Innovation

October 16-17, 2018

Every great innovator, from Jeff Bezos to Steve Jobs, excels at asking the right questions. Day-in and day-out they seek provocative new insights by getting out of their offices and into the real world, actively observing, networking, and experimenting to generate valuable new ideas. By doing so, they improve our lives and grow our economy, finding new solutions to the most challenging problems we face. Innovative entrepreneurs and intrapreneurs act differently to think differently and, in the end, they make a significant impact..


Building on hundreds of interviews and more than ten thousand survey assessments, Gregersen delivers unique insight into the behaviors of extraordinary innovators. Participants of this new program will learn and practice important discovery skills that lead to new and disruptive innovation, ranging from product improvement to new market creation, to generate valuable, new economic growth.


These key innovation skills include:


  • Questioning the status quo
  • Observing the world like anthropologists
  • Networking with diverse people to get new ideas
  • Experimenting in small, fast, and cheap ways to reach novel solutions
  • Connecting typically unconnected insights to deliver disruptive new business ideas

To put this innovation strategy into practice, participants will identify an individual challenge for which they seek a solution and commit to innovating around that challenge throughout the two days. They will also engage in a personal diagnostic assessment to better understand their own innovation and execution focused leadership skills.

This highly interactive program will help participants:


  • Gain deeper insight into their unique innovation skill strengths
  • Build questioning, observing, networking, and experimenting capabilities to surface new ideas and value-creating innovations
  • Practice questioning skills intensively through individual and group exercises
  • Apply skills to a real individual challenge
  • Evolve their existing corporate culture to better foster these five skills

Cambridge, MA

Innovation Ecosystems: A New Approach to Accelerating Corporate Innovation and Entrepreneurship

October 18-19, 2018

NEW for 2017

Innovation is a driver of productivity, competitive advantage, and enterprise value. But it does not happen in a vacuum. Innovation requires connections, just as entrepreneurship does, among key stakeholders?entrepreneurs, universities, risk capital providers, government, and large corporations. These connections are increasingly taking place in ?innovation ecosystems? and through programs such as accelerators, hackathons, prize competitions, and co-working spaces in which stakeholders and communities contribute and share resources (e.g., talent, ideas, infrastructure, money, and connections).


How can leaders harness the power of these open innovation ecosystems around the globe or in a specific region of interest for their organizations? If you are a business or government leader interested in engaging in an innovation ecosystem to find talent, ideas, and entrepreneurial ventures, this new program will provide you with the tools and frameworks necessary to take externally focused innovation and entrepreneurship activities to the next level at your organization.

Drawing on recent MIT research, this highly practical program helps leaders:

  • Understand why innovation is a challenge in their organization
  • Assess and identify the innovation hub(s) with which to engage (e.g. Boston, Israel, London, Berlin, etc.)
  • Consider how best to engage in these ecosystems?via hackathons, accelerators, venture competitions, etc.
  • Develop new organizational practices to break down internal silos and the ?fortress mentality? and shift toward a more open innovation ecosystem framework
  • Identify what their organization wants from the ecosystem?and what they can give back to it, with metrics that can track such changes


Participants in the program need not aim to become corporate entrepreneurs or intrapreneurs themselves, but they should want to understand?as leaders and managers?how to access external innovation and entrepreneurship from the ecosystem and accelerate internal innovation and corporate entrepreneurship.

This course is designed for executives in both public and private sectors, ranging from senior managers and corporate entrepreneurs to C-suite executives and future leaders. The program will also be of value to entrepreneurs, regional development officers, investors, and government policymakers.


Participants must be interested in encouraging innovation in their organizations or regions, especially through leveraging innovation ecosystems. Participants from both developed and emerging markets are encouraged to attend.

MIT Campus, Cambridge, Massachusetts

Neuroscience for Leadership

October 18-19, 2018

Research in the cognitive sciences is leading us to a greater understanding of how to improve personal and leadership behaviors and performance. Those who grasp the meaning and implications of this research will be positioned to take competitive advantage. This program provides hands-on application of concepts and techniques deriving from neuroscience and psychology that can improve your individual performance, as well as that of your team and organization.


Neuroscience for Leadership focuses on:


  • Your stuck neural patterns as a leader
  • The power of neuroplasticity in unleashing your brain agility and resilience
  • Creating the conditions for success in your organization by leading teams and shifting the culture from fear to trust
  • Visioning the future using the power of storytelling

Issues we will examine include:


  • How neuroscience techniques can be applied to leadership development
  • Understanding the scope of agility and diversity of thinking in adult brains
  • Mindsets?can you move from fixed to growth?
  • Deeply embedded leadership patterns and immunity to change
  • Basic human emotions and mindfulness
  • Cultural diversity and creativity
  • Ecosystem leadership

Participants will be offered brain-friendly catering, guided meditation, optional yoga class, and a confidential brain profiler report.


You may also be interested in Tara Swart's new two-day course Applied Neuroscience: Unleashing Brain Power for You and Your People.

Through lectures, discussions, and hands-on practice exercises, Neuroscience for Leadership will empower you to:


  • Raise your awareness of existing leadership behavioral patterns
  • Focus attention on behaviors and actions promoting resilience
  • Harness neuroscience to embed sustainable behavior change through plasticity of brain connections and pathways through deliberate practice
  • Implement measures to hold you to account and pre-empt barriers to leading sustainable performance

Cambridge, MA

Applied Neuroscience: Unleashing Brain Power for You and Your People

October 23-24, 2018

This highly experiential course explores neuroscience concepts and techniques to help leaders motivate and inspire their peers and employees in ways that catalyze innovation and increase business success. 

The course will take a deep dive into neuroscience concepts and techniques to help you—brain and body—through a method of unleashing potential in yourself and others.


Through a balance of theory and application, neuroscientist and MIT Sloan Senior Lecturer Dr. Tara Swart will examine the latest neuroscience research and how it can inform your personal and professional practices. Program topic areas include:


  • How to boost, refuel, and re-direct your cognitive resources
  • Embodied leadership and somatic practices (MIT’s “thin slices” research)
  • Creative and intuitive ideas for revolutionizing collaboration
  • Neural pathways that underlie procrastination, risk profile, and resilience (Swart’s Neural Tethering Model© based on research from MIT’s financial engineering department)
  • The impact of gender and cultural diversity on confidence and creativity in organizations and teams
  • Working with technology to empower human potential

Hands-on exercises will include enacting successful scenarios through creative, visual activities, guided meditation focused on peak performance, and optional yoga.


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