Leading Meeting Professionals

Professional Convention Management Association

PCMA Executive Edge


Event Details:

Where: McCormick Place, West Building, Room W195
Chicago, Illinois
When: June 11, 2013 8:30 AM Central Daylight Time

Wharton Negotiations Workshop - Get your MBA Guide to Successful Negotiating

Strong negotiation skills are imperative in our industry – they often pave the path to success for both you and your organization. 

PCMA and University of Pennsylvania Wharton School of Business team up to sharpen your business acumen with a dynamic negotiation skills program. 

This highly structured and interactive workshop led by Maurice Schweitzer, Wharton School Associate Professor of Operations and Information Management, focuses on deciding when to negotiate and the relative advantage of using differing methods to frame the negotiation. You’ll explore the latest practice and theory on negotiation, such as perceptions of fairness and emotions, and how these principles influence negotiations.

Through your participation you will experience the hands-on practice of negotiation principles with a variety of partners, allowing you to interact with and respond to a broad range of negotiating styles and gain immediate feedback on approaches and results.  

You’ll depart armed with a proven systematic process for approaching negotiations, experience navigating the tension between cooperation and competition and a deeper understanding of how personal styles affect negotiating outcomes.

Register Today – Class size is limited to ensure your quality one-on-one B-School experience. 

Earn 4 Clock Hour credits (.4 CEUS) by attending

Master Negotiator

Maurice Schweitzer
Associate Professor of Operations and Information Management
University of Pennsylvania, Wharton School


PCMA Professional/Association Professional/Faculty members: $395 USD Meeting Professional Non-Member: $595 USD
PCMA Supplier Partner/Associate Supplier Partner member: $495 USD
Supplier Non-Member: $695 USD
Supplier Member/Client Package: Purchase 1 Supplier Partner registration and 3 Professional registrations for discounted price of $1,345 (4 entries total)

Learner Outcomes

  • Identify key negotiation principles and practice
  • Determine the appropriate method to frame each negotiation
  • Recognize how personal style affects negotiating outcomes


8:00am-9:00am - Registration and continental breakfast
9:00am-12:00pm - Education program 
12:00pm-12:45pm - Networking lunch buffet
12:45pm-4:00pm - Education program, continued 
4:00pm - Program concludes

PCMA’s Executive Edge program is designed for senior level professionals with an average of 15 years of experience. For more information and to register, please contact Kelly Peacy at kpeacy@pcma.org.

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