Tag Archives: Arizona State’s W. P. Carey School of Business

Small Business Leadership Academy

Small Business Leadership Academy: The Harvard Negotiation Project

The Harvard Negotiation Project has developed an effective and widely-used negotiating method that changes the game and often yields better results than old-style hard ball. Instead of focusing on winning the day for your position, the Harvard method enables you to operate on a deeper level where your true interests — and the interests of your customer/supplier — reside.

Alan Goldman, a management professor of practice at the W. P. Carey School of Business, is teaching the Harvard method in the negotiations class at the 2012 Small Business Leadership Academy (SBLA). SBLA is presented by W. P. Carey School’s Center for Executive and Professional Development. Goldman is a disciple of the Harvard Negotiation Project and has taught university classes and coached corporate leaders on the method for years. This week, the small business owners in the SBLA class practiced some of what they have learned by role playing actual negotiating scenarios.

The exercise gave students an opportunity to try out one of the key components of the Harvard method: discovering options. This is the opposite of driving toward a position — the hallmark of old-school negotiating.

“Look at the bits and pieces; ask ‘what if this’ and ‘what if that,’ ” Goldman said. “This can be scary because it feels like you could lose control.” But at the end, exploring options can uncover a solution or deal that addresses the real, underlying interests of both sides.

The main principles of the Harvard Negotiation Project* include the following:

  • Separate the people from the problem (go easy on the people, hard on the facts)
  • Focus on interests, not positions
  • Invent multiple options looking for mutual gains before deciding what to do
  • Insist that the result be based on some objective standard

The next class in the Small Business Leadership Academy is “Building High Performance Teams,” taught by Ruth Barratt, clinical assistant professor of management at the W. P. Carey School.

*From “Getting to Yes: Negotiating Agreement Without Giving In,” Penguin Books

The Small Business Leadership Academy (SBLA) is an intensive executive education program designed to strengthen the business acumen of small business leaders in Arizona. The program was jointly developed by the W. P. Carey School of Business and the Salt River Project (SRP), the program’s founding sponsor. Other seat sponsors this year include: Arizona Lottery, Blue Cross Blue Shield of Arizona, Hahnco and U.S. Bank. Each week we will bring you a few salient points from each class as well as comments from the professors themselves and the impact the information has had on the students.

For more information about the Small Business Leadership Academy, please visit SBLA’s website.


New Global Rankings Laud W. P. Carey School

New rankings and ratings are out from three prestigious groups that examine the best business schools in the world. The Financial Times, The Economist and The Princeton Review all give the W. P. Carey School of Business at Arizona State University extremely high marks for excellence.

“The new rankings from The Economist and Financial Times show the W. P. Carey School is consistently recognized among the best business schools in the world,” says Robert Mittelstaedt, dean of the W. P. Carey School of Business. “The new book from The Princeton Review delivers high praise in the form of reviews from our own students. Recognition from highly regarded media outlets is gratifying, but acclaim from students who actually attend our school and learn from our stellar faculty also really validates our mission and accomplishments.”

In the new rankings out today from the Financial Times, the W. P. Carey School’s executive MBA program in China ranks as one of the Top 25 executive MBA programs in the world. The Financial Times is considered to be Britain’s equivalent of The Wall Street Journal. It specifically ranks the W. P. Carey School program in Shanghai as No. 21 globally and the No. 2 executive MBA program affiliated with any U.S. public university.

“Our students in the Shanghai program are senior-level executives at businesses and government agencies responsible for decisions influencing literally millions of people,” says Professor Buck K. W. Pei, associate dean of Asia Programs at the W. P. Carey School of Business. “The new Financial Times ranking speaks to the commitment of our faculty members and partners in China, who provide world-class management education for key members of the global business community.”

Students in the Shanghai program have included three vice mayors of China’s major provinces, six vice mayors of Shanghai, the chief executive officer of the Shanghai Stock Exchange (the fifth-largest stock exchange in the world), several bank chairmen, the chairman of Shanghai Airlines, the chief executive officer of Baosteel, the deputy commissioner of the China Securities Regulatory Commission, and many other top leaders. The program includes high-level visits to some of the world’s biggest companies and classes taught by faculty members from both Arizona State University and other prominent universities.

The new rankings from The Economist, also released this month, review the W. P. Carey School’s full-time MBA program in Arizona. This marks the first time the school has been invited to participate in the global rankings survey, and it debuted high on the Top 100, at No. 59. It is the only Arizona school on the entire list and Top 10 in the western United States. The full-time W. P. Carey MBA program is known for its small, personal classes and a high return-on-investment for tuition. The Economist, based in London, is renowned for its intellectual appeal and boasts a readership of 2.5 million.

The Princeton Review releases its new edition of “The Best 296 Business Schools” this month. The new book is based largely on student surveys and praises the W. P. Carey School for its peer network, cutting-edge classes, satisfied students, career services, and solid preparation in management and teamwork. The book gives the school a 96 rating for academic experience and a 93 rating for career (graduate employment/salaries), on a scale with a maximum of 99.

“All of these new reviews point to our consistence in striving for and achieving excellence,” says the school’s executive dean, Amy Hillman. “We’ll continue to educate many of the best students in the world, and we’re now unveiling a new scholarship program to help with that.”

The school is unveiling a new scholarship program called The Wm. Polk Carey Memorial Scholarship Fund this month. It will provide financial support for some of the highest-achieving individuals who apply to the W. P. Carey School of Business. The exclusive scholarship is named after the school’s benefactor, real estate investor and acclaimed philanthropist Wm. Polk Carey, who donated $50 million to the school in 2002/2003. No additional application is required for the new scholarship program; all successful full-time MBA applicants will be considered for the scholarships.

For more information about the W. P. Carey School, which also has highly ranked undergraduate business, evening MBA and online MBA programs, visit www.wpcarey.asu.edu.

Feature Big Green 2011

Speaker: David Erhart ~ BIG Green Expo & Conference 2011

David Erhart, First Solar

David Erhart, First Solar

David Erhart serves as a marketing communications specialist for First Solar, the largest thin film solar company in the world. In this role he oversees a range of activities, including global inquiry handling, brand research, and competitive analysis. Mr. Erhart also manages a cross-functional marketing team whose members are based in the U.S. and Europe. He has participated in
numerous renewable energy conferences and trade shows.

Prior to joining First Solar, Mr. Erhart was an account coordinator for REISTER, one of the largest independent advertising and PR firms in the Western U.S. While there, he supported the company’s largest client, wrote numerous press releases, and conducted in-depth market research and analysis. Mr. Erhart was also employed as a unit marketing director by Chick-fil-A, where he built relationships with businesses, schools, and pharmaceutical representatives in a successful effort to increase location sales and community support.

Mr. Erhart holds a B.S. in marketing from Arizona State’s W. P. Carey School of Business.

Topic: An Arizona Success Story, First Solar: An overview of the world’s largest, thin film solar company.

Conference Speaker
Friday, April 15, 2011
9:00 a.m. – 10:00 a.m.
Room 157

BIG Green Conference 2011



BIG Green Expo
Friday & Saturday
April 15th & 16th 2011
9 a.m. – 4 p.m.