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Cambridge, MA

Fundamentals of Finance for the Technical Executive

October 5-6, 2017

This program is designed to provide senior technical managers with the financial concepts, strategies, and tools needed to deal more effectively with corporate financial management. Course curriculum focuses on basic financial principles for project evaluation, funding, and resource allocation, helping leaders to work more effectively with financial decision makers and apply the principles of finance to short-term and long-range goals.

Today's technical executive must be able to use finance to persuade corporate financial officers to fund projects as well as use financial tools to address senior management's concerns about risk. Focused on basic principles of accounting and financial decision making for managers, this program will help transform a technical manager?s ability to manage and advocate for both day-to-day and long-term activities. 

This interactive, hands-on program will enable participants to:


  • Understand how funding decisions are made and how they can influence those decisions by applying financial principles to project evaluation and resource allocation
  • Learn how to assess projects for their potential economic value
  • Conduct discounted cash flow (DCF) valuations

This program is designed for executives who manage project teams and departments, and technical professionals involved with R&D, product and software design, engineering, and other scientific and technical work. No advanced quantitative skills are required, but participants should bring calculators.


Past participants have included key members of technical management, such as:


  • CIOs
  • Chief technologists
  • Head scientists
  • R&D and product development directors
  • Engineering and manufacturing vice presidents
  • Corporate strategists
  • Project managers
  • Systems information managers

Maximizing Your Personal Productivity: How to Become an Efficient and Effective Executive

October 5-6, 2017

"Since the Great Recession, many professionals have been facing more challenging schedules and more daunting to-do lists. This makes it all the more important for professionals to be able to get their work done quickly and effectively." --Bob Pozen, Faculty Director

Maximizing Your Personal Productivity will show you how to get more done in fewer hours, so you have more time to spend with your family, or any other activity. The program offers many practical suggestions on improving your productivity and provides many opportunities for learning through doing. The course includes digital techniques to help manage your career and your team.

Faculty Director Bob Pozen is the former President of Fidelity Investments and Executive Chairman of MFS Investment Management. Bob was first interviewed about his own productivity when he was full-time chairman of a large asset manager and carrying a full teaching load at a distinguished university. That interview went viral, so he wrote a short book (Extreme Productivity), drawing upon his personal and professional experiences.

Based on the book, this program is designed to increase the personal productivity of professionals through a series of case studies, practical exercises, and background readings. It will encourage self-evaluation through polls and surveys about your work habits, and provides ample opportunities for learning through doing.

Designed for busy, experienced managers, this program will increase your personal productivity by helping you to:


  • Prioritize your goals and align your time allocation better with your top goals
  • Complete your high-priority projects efficiently by focusing early on the final product
  • Develop techniques for moving quickly through low priority tasks like emails
  • Hold shorter and more productive meetings with clear agendas and outcomes
  • Manage your own team by learning how to delegate and set metrics for success
  • Manage your boss by communicating regularly and adopting complementary styles
  • Read with more speed and comprehension by focusing on what is most important
  • Write more effectively by using outlines, the active voice and strong connectors

To see how Bob Pozen teaches people to maximize their personal productivity, please view this short video on a presentation he made recently to an audience of 150 high net worth customers.

One of a Series: MIT Holidays

MIT Closed - Columbus Day

October 9, 2017

Cambridge, MA

Communication and Persuasion in the Digital Age

October 10-11, 2017

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

Managing Technical Professionals and Organizations

October 10-11, 2017

Technical professionals' goals and incentives are often different from those of other employees, and so are the management challenges that arise. Drawing on the wealth of research and industry experience of faculty and leading practitioners, Managing Technical Professionals and Organizations explores proven, practical, and innovative strategies for maximizing the contribution of technical professionals. This intensive program focuses on the management and motivation of technical professionals in the innovative organization, and in particular:


  • How creative individual contributors work together on risky projects, processing information under conditions of uncertainty;
  • How to address critical problems and issues dealing with staff professionals and members of project teams, including cross-functional teams;
  • How to work effectively with prima donnas and independent spirits.

The Learning Experience
Organizations that are designed and managed for doing the same things well repetitively, as in manufacturing and operations, are not particularly appropriate for doing something well once, as in R&D. Running a technical organization presents a unique set of management problems. How do you motivate and reward technical professionals to maximize their performance and creativity? How do you create an organizational structure that will contribute to success, not inhibit it? How do you deal with creative individual contributors, project teams, and innovative professionals? How do you build and sustain high motivation and vitality while preventing complacency? How do you utilize "marshaling" events for building more collaborative, innovative activities? And how do you move information and technology effectively across organizational structures?


This unique two-day program focuses on issues critical to the effective management of technical professionals and cross-functional teams. Its principles and strategies can be applied in any organization where research, development, engineering, or computer-related technology developments need to take place in a timely, effective, and successful manner.

Participants will learn principles and strategies of crucial importance to any organization where R&D, engineering, and/or computer-related technologies lie at the core of the business. Upon completing this program, participants will gain a thorough understanding of the following subjects:


  • Managing risk taking and uncertainty in technical projects
  • Managing and motivating your technical professionals
  • Developing effective reward and incentive systems for technical professionals
  • Creating a highly motivating work environment
  • Managing and leading creative individual contributors
  • Maximizing the technical productivity and vitality of teams
  • Leading and managing more effectively across organizational structures
  • Leading system change within established corporate cultures
  • Transferring technology and information flows between and within organizations
  • Organizing for innovative product development
  • Managing the tensions among development efforts and cost/schedule pressures


"This was my fourth program and it was the very best by far. Professor Katz is Mel Brooks meets Yoda -- pearls of wisdom delivered in an extremely engaging manner. Highly recommended." ~ Past Participant Matthew K.

Cambridge, MA

Building Game-Changing Organizations: Aligning Purpose, Performance, and People

October 11-12, 2017

Game-changing organizations rewrite traditional playbooks. They stand out. They often create disproportionate value relative to their size and resources. They have big dreams but know how to get things done. These organizations have a palpable "buzz" to them. They have a breakaway business model, but they also have a breakaway spirit and organizational culture.

Leaders of these game-changing organizations understand the power and importance of telling their companies' compelling stories. They are hard-edged business leaders but they also embrace what others might consider to be the "soft side" of leading: purpose, vision and climate. They know how to integrate the hard and soft sides of leadership into a powerful formula that makes them game-changers. These leaders, and their organizations are: purpose-driven; performance-oriented; and principles-led. The weaving together of these three capabilities simultaneously is what helps them get and stay out in front.

Participants in this new program will learn what it takes to build game-changing organizations that make their teams and areas of responsibility world-class talent factories. They will also discuss the importance of building an authentic and energizing culture, and learn from the successes and challenges of various companies that have been on similar journeys of transformation.

Participants in this program will:


  • Understand what it takes to build game-changing organizations
  • Be provided with the resources and tools to articulate their company's powerful story--what we call their "collective ambition"
  • Examine how to integrate the "soft" side of leading (purpose, vision, culture) with the hard side (strategy, operational priorities, brand) into a powerful formula
  • Understand the importance of building an authentic and energizing culture
  • Understand what it takes to make their companies world-class talent factories

Cambridge, MA

Building, Leading, and Sustaining the Innovative Organization

October 12-13, 2017

This program is designed to help spark the breakthrough ideas business leaders need to create successful competitive products for the future. Drawing on the latest MIT Sloan research, the program will offer a set of strategies for growing companies in the face of changing markets, technologies, and consumer demand. Specifically, participants will be presented with:

  • Tactics for dealing with the internal politics and resistance to change that can threaten innovation initiatives and early-stage developments
  • Techniques for building innovation streams
  • Processes for collecting competitive intelligence, forecasting technology change, and gathering information on user needs
  • Methods for identifying better innovations more quickly, including the lead-user method for discovering breakthrough products, services, and strategies; and innovation toolkits that enable managers to design their own mass-customized products and services

Takeaways
Participants will learn about the steps required to drive strategic innovation in the organization, including how to:
  • Get the right mix of people and skills to generate innovative ideas efficiently
  • Develop the processes required to support these people
  • Build cultures that encourage innovative behaviors
  • Decide which ideas are right for investment, and which new business opportunities are worth pursuing

MIT Campus, Cambridge, Massachusetts

Negotiation for Executives

October 12-13, 2017


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.

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