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P rogr am Catalog

2012

SMU Cox School of Business offers its energy, oil and gas programs in association with the Maguire Energy Institute.


Co r p o r at e s er v i c es

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Acco u n t i n g & fi n a n c e B u s i n es s

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En ergy, o i l & ga s

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L e a d ers h i p

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M a n ag e m en t

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Lo c at i o n

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N e g ot i at i o n

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St r at e gy

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Ab o u t SMU Cox Sc h o o l o f B u s i n es s

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Contents

I n d i v i d ua l d e v elo pm en t

SMU Cox School of Business offers its energy, oil and gas programs in association with the Maguire Energy Institute. In addition to the programs described in this brochure, SMU Cox School of Business offers graduate certificate programs in business creation, business intelligence, finance and marketing. To learn more, please visit cox.smu.edu/certificates. Southern Methodist University will not discriminate on the basis of race, color, religion, national origin, sex, age, disability or veteran status. SMU’s commitment to equal opportunity includes nondiscrimination on the basis of sexual orientation.


Welcome to SMU Cox Executive Education SMU Cox Executive Education is one of the pillars of our commitment to the business community. If you’re ready to learn and grow with leaders from the world’s top businesses and meet your career challenges head on, our individual development courses open the door. If you want your organization’s evolution to be faster and smarter, our corporate services bring you the expertise and energy of our faculty and expansive practitioner network. SMU Cox Executive Education helps you master and enhance the skills demanded in today’s challenged market. Professional certificate programs, graduate certificate programs and other learning opportunities bring you breakthrough insights in a broad range of disciplines. For Spring 2012, we’re building on the success of Master Negotiation with Master Negotiation II, a high-powered sequel that will refine your negotiation skills. And we’ve retooled our Certificate in Leadership and Certificate in Management courses with exciting new content, including fourth-dimension leadership. Whether you’re an individual or an organizational leader, choosing Cox Executive Education delivers clear, measurable advantages: »» Content that’s practical and instantly applicable »» Learning experiences full of energy, enthusiasm and purpose »» A flexible and creative organization with innovative approaches to business problems »» Research-based insights into today’s cutting-edge business issues through our centers of excellence »» Beautiful, state-of-the-art facilities in the James M. Collins Center »» Valuable faculty resources drawn from Cox, SMU and our network of experienced experts and practitioners »» Quality you can trust thanks to SMU’s heritage of excellence and extensive business connections Through Cox Executive Education, you can harness the power of Cox resources to serve your professional career development needs and solve your organization’s critical business problems. The relationships you establish—as an individual or on behalf of your organization—will equip you with the tools to take your performance to the next level.

Albert W. Niemi, Jr., Ph.D., Dean SMU Cox School of Business


Cor por at e Serv ice s

With a struggling economy, stiffer regulation and heightened competition, your organization needs exceptional leaders to drive performance and maintain a competitive advantage. SMU Cox Executive Education’s corporate services can help you develop the talent it takes to succeed—from the front line to the executive suite. Flexible, innovative and creative, our programs and tools put you in touch with experts with real-world experience and a mastery of business theory. SMU Cox delivers quality you can trust. Every day, your leaders will harness new knowledge, enhanced strategic thinking and collaborative skills to move your organization forward.

C us t om

l e a r n i ng s olu t ion s

SMU Cox Executive Education creates customized learning experiences that improve organizational performance and accelerate executive development. We’ll work with you to create learning experiences that focus on your most complex problems—challenges that require in-depth thinking, application of new knowledge and cross-organizational cooperation. Learning activities focus on direct experience and interaction that encourage participants to work out fresh approaches to your organization’s most pressing issues.

A reas of special focus Advanced leadership Women’s leadership Executive coaching Strategic planning Succession planning

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We can develop programs for groups of any size at any level. And we can deliver them in the location and format that work best for you—from standalone seminars to modules spaced over time—on campus or onsite. Activities before, during and after the program are a powerful way to promote retention and application of new knowledge and skills. To design a solution that meets your objectives, we use a four-phase process of discovery, development, delivery and assessment. This collaborative approach ensures that we hear, understand and address your specific business challenges.

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Powerful results through collaboration All of our solutions draw on the business acumen of the SMU faculty—proven experts with a mastery of business theory and unmatched real-world experience. SMU faculty members not only teach in one of the nation’s highest-regarded graduate business programs—they also conduct groundbreaking research and solve tough business problems for leading corporations worldwide. Our solutions development process is collaborative from start to finish. You’ll meet with SMU custom solutions and faculty experts to define your current situation, identify needs and chart measures of success. Then we’ll develop targeted solutions that meet your challenges head on—from education, training and executive coaching to succession planning, leadership competency models and globalization strategies. And we’ll deliver these solutions when and where you need them.

Phase 1: Discovery »» Analysis of your current systems, policies and organizational culture »» Discussion with your leadership team and solutions specialist to identify specific needs and define success »» Creation of program recommendations based on discovery »» Agreement on program content, recommended delivery and faculty

Phase 2: Development »» Provision of detailed program design and content specifications »» Letter of agreement signed defining cost, payment options and contracted services

Phase 3: Delivery »» Delivery of program by SMU Cox faculty and additional experts »» Collection of program evaluation data to ensure on-going improvement and adaptation

Phase 4: Application and assessment »» Monitoring of application of learning »» Revision of program as needed for future iterations

L e a de r s h i p

de v e l opm e n t s e rv ic e s

Your organization needs innovative, collaborative, courageous leaders. Our leadership development services help you identify and build critical skills in your team. We can help you develop and implement transformational leadership and succession-planning initiatives through assessments, surveys and one-on-one executive coaching. Assessment and survey tools help you target specific competencies for organizational alignment and sustained performance. Focused coaching supports the development and assimilation of new behaviors and accelerates organization change. We’ll help you tie it all together to retain your high-potential, mission-critical talent and develop a robust leadership pipeline.

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C on f e r e nc e

s e rv ic e s

The James M. Collins Executive Education Center is a state-of-theart venue for learning and events. We provide turnkey services to make your meeting perfect in every detail. The Center’s beautifully equipped classrooms and elegant gathering spaces make it an ideal venue for business learning. The Collins Center transports your managers to a dedicated learning environment in a campus setting where they can concentrate on your agenda and test new behaviors and ideas. It’s convenient to Love Field and Dallas-Fort Worth International Airport, close to hotels in various price ranges and just minutes away from arts, business and commercial centers. SMU Cox Executive Education provides turnkey support for large and small meetings and educational events. From facilities to catering, tech support to transportation, lodging to social events, we’ll handle every detail—so you can focus on getting the most from your event. That’s one of the reasons why leading firms like JCPenney and AT&T turn to SMU Cox Executive Education to open the doors of the area’s best executive learning facility.

Clients SMU Cox Executive Education creates innovative solutions for firms of all sizes in a wide range of industries. Here are just a few examples of the results we deliver. Baylor Health Care System “To develop our Advanced Physician Leadership Program, Baylor did a national search for the ideal educational partner, only to conclude that our best choice was very close at hand. We’ve been extremely pleased to discover the resources of the SMU Cox School of Business, which we regard as a world-class educational organization.” Carl Couch, M.D., M.M.M., immediate past chairman, HealthTexas Provider Network; chairman, Best Care Committee; director, Physician Champions CAPSTAR Commercial Real Estate Services “The General Manager Certification and Leadership Development programs have strengthened the core competencies of our teams and the quality of service delivery for our clients.  The programs have also served as a forum for the exchange of ideas that ultimately become best practices.  We look forward to continuing our collaboration with SMU Cox Executive Education for years to come.” Michael Woodlee, vice president

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Pioneer Natural Resources “Pioneer has partnered with SMU for leadership and business skill development for many years. We typically have three to five sessions annually that last from two to four days. These courses vary between SMU-developed courses that we have fine-tuned over time and a course on performance management that we developed with help from SMU. The administration on SMU’s end is always proactive and professional. The instructors have always been well prepared, friendly and well received by our employees. They have used Pioneer and industry-specific information to help our folks become better leaders, managers and business people. We value our partnership with SMU immensely.” Doug Hall, former senior director, Human Resources and Administration

Make your move today Call us at 800-768-6699 or 214-768-3335 to arrange a consultation with a corporate services specialist. With solutions from SMU Cox Executive Education, you’ll strengthen your organization’s performance today and create the leadership bench strength you need for long-term success.

Devon Energy “We worked with Deloitte to find an educational partner who could help us meet our leadership development goals. SMU Cox Executive Education stood out. The faculty and staff are first rate and really understand the oil and gas industry. The facilities are superb, and the commitment to collaboration was phenomenal. It’s not just a promise—it’s a fact. We’ve found a certain rigidity with other schools in the past. The flexibility here was extraordinary. In every aspect of design and instruction, SMU Cox truly customized the program to meet our needs.” Harry M. Hutson Jr., director of leadership and organizational development Spectra Energy “I have been able to establish trust with my co-workers and management to generate the best outcome for the company.” Erika Young, director of project strategy and business development

“The Rising Leaders program has improved my leadership style by building my confidence with the connections and relationships I have in the organization. After this experience I find myself thinking much more broadly.” Don Cameron, vice president, Project Execution

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A cc o u n t i n g & F i n a n c e

The Essentials of Finance & Accounting for Non-Financial Managers April 10 – 12, 2012 October 16 – 18, 2012 Format: Three days, 8:30 a.m. – 4:30 p.m. Cost: $2,695; group discounts available for multiple attendees from the same organization. Payment plans available. CPE Hrs: 24

This three-day program will arm you with a basic understanding of the accounting and finance concepts you need to assess your performance—and the performance of your competitors. You’ll learn how to read, interpret and analyze financial statements. You’ll also learn forecasting and financial planning approaches to help you with the budgeting process. You’ll get the basics of net present value and capital budgeting techniques to apply when evaluating projects. You’ll gain an understanding of the role of costs in corporate decision-making, including cost-volume-profit relationships, the role of costs relevant for different decision scenarios, and the incentive effects of cost allocations and their interplay. You’ll also review performance evaluation techniques and their relationship to incentives. Ultimately, you’ll learn to use financial information to make better strategic business and investment decisions.

W ho »» »» »» »»

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Managers at all levels who work in non-financial areas Technical managers with profit/loss or budget responsibilities Individuals targeted for promotion Anyone seeking a better understanding of basic finance and accounting

T op ic s Fundamental accounting and finance concepts • Introduction to balance sheets, income statements and cash flow statements • Defining and using key financial ratios to assess the company’s performance • Using accounting and financial data to plan for the future • Time value of money and capital-budgeting basics. • Understanding commonly used investment analysis techniques • Understanding cost/volume/profit relationships • Performance metrics and measurement-based strategy implementation and performance evaluation

F ac u lt y »» Hemang Desai, Ph.D., Robert B. Cullum Professor of Accounting, Accounting Department, SMU Cox School of Business »» Jody Magliolo, Ph.D., professor, Accounting Department, SMU Cox School of Business »» Ram Venkataraman, Ph.D., assistant professor, Accounting Department, SMU Cox School of Business

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Busi n e ss

Eleventh annual! SMU Cox Summer Business Institute June 4 – 29, 2012 Format: Cost:

Four weeks with sessions Monday – Friday, 9 a.m. – 4:30 p.m. $6,495; $7,495 with housing on SMU campus and breakfast and dinner in dining hall. $500 discount for applications made by March 31, 2012. Payment plans available.

If you’re a university student or a recent graduate seeking to strengthen your business skills, the SMU Cox Summer Business Institute is a powerful, one-month solution. Designed for current college students with non-business majors and professionals within five years of graduation, the Institute brings you insights from the best professors from the Cox School of Business—outstanding teachers who are recognized leaders in their fields. In just four weeks, class discussions, field trips and group presentations will give you a solid background in the business basics you’ll need to launch a successful career.

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The SMU Cox Summer Business Institute is a four-week, non-credit business certificate program. We invite current college students and recent graduates with non-business majors to apply.

T op ic s Accounting—the “scorecard of business” • Marketing—identifying and meeting consumer needs • Finance—the fundamentals of accounting, fundraising, markets • Business law • Career planning, resume creation and effective interviewing • Computer-based data management and analysis • Entrepreneurship • Corporate social responsibility

F ac u lt y »» Academic Director Hemang Desai, Ph.D., Robert B. Cullum Professor of Accounting, Accounting Department, SMU Cox School of Business »» Ellen Parker Allen, Ph.D., senior lecturer, Information Technology and Operations Management Department, SMU Cox School of Business »» Michael Davis, Ph.D., senior lecturer, Business Economics Department, SMU Cox School of Business »» Judy Foxman, M.B.A., senior lecturer, Marketing Department, SMU Cox School of Business »» Dennis Grindle, director, Career Management Center, SMU Cox School of Business, »» Swaminathan Kalpathy, Ph.D., assistant professor, Finance Department, SMU Cox School of Business »» Barbara Kincaid, J.D., senior lecturer in business law, Real Estate, Insurance and Law Department, SMU Cox School of Business »» Charles “Chip” Ruscher, Ph.D., director, Graduate Finance Certificate Program, Department of Finance, SMU Cox School of Business

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»» Paula K. Strasser, M.A., director, Cox Business Leadership Center; adjunct professor, Management and Organizations Department, SMU Cox School of Business »» Raj Sethuraman, Ph.D., associate professor, Marketing Department, SMU Cox School of Business »» Ulrike Schultze, Ph.D., associate professor, Information Technologies and Operations Management Department, SMU Cox School of Business »» Jerry F. White, adjunct professor, Strategy Department, SMU Cox School of Business

T h e SBI A dva n t ag e The SMU Cox Summer Business Institute Certificate is an impressive credential that brings the power of SMU Cox to your resume. In just one high-powered month, the Institute gives you a solid background in the business basics you’ll need to succeed. »» Critical knowledge You’ll learn about topics like financial statements, management control systems, and capital budgeting. You’ll be exposed to business basics through modules on accounting, marketing and finance. »» Real-world understanding Fascinating field trips to companies in the Dallas Metroplex will give you an upclose look at how what you’re learning in the classroom is applied in the real world. You’ll learn about current business issues, entrepreneurship and other topics from special luncheon speakers. You’ll also work with a small group to prepare a formal business presentation that you’ll share on the last day of class. »» Fundamental business experience You’ll participate in dynamic class discussions about current business issues and analyze real-world business situations. You’ll also learn critical career-building skills, including how to create a high-powered resume and interview with confidence. »» Certificate of completion Successfully completing the program earns you a non-credit SMU Cox Summer Business Institute Certificate. This certificate indicates to potential employers that you’ve mastered the essentials of business and gained an important credential from one of the top-ranked business schools in the country.

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E n e rg y, O i l & G a s

Developing a New Generation of Energy Leaders: Strategic Financial Skills In association with the Maguire Energy Institute April 16 – 20, 2012 September 17 – 21, 2012 Format: Five days, 8 a.m. – 5 p.m. (Scheduled with Strategic Leadership Skills to create convenient two-week curriculum) Cost: $6,250—includes five nights of lodging; materials; breakfasts, lunches, breaks; one group dinner. Group discounts available for multiple attendees from the same organization. Payment plans available. CPE Hrs: 40

This comprehensive weeklong program uses a hands-on approach to help you understand and master the energy sector’s financial essentials. You’ll share ideas and discuss industry issues with participants from around the world in small discussion groups and lively classroom sessions. You’ll meet mid-level to senior-level professionals from many segments of the energy industry and a variety of functional areas within their companies. By the end of the week, you’ll have a working knowledge of the key areas of financial management.

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»» Mid-level and senior-level non-financial managers wishing to achieve financial literacy in an energy-industry setting »» Financial managers wishing to sharpen their skills, broaden their base of knowledge and relate their functional skills to a broader, general management context

T op ic s Business strategy and value creation • Financial accounting techniques • Financial analysis and planning • Economics of oil and gas markets • Financial engineering— hedging commodity price risk • Capital budgeting • Capital acquisition and cost of capital • Value creation in the oil industry

F ac u lt y »» Academic Director Michel R. Vetsuypens, Ph.D., professor, Department of Finance, SMU Cox School of Business »» Hemang Desai, Ph.D., Robert B. Cullum Professor of Accounting, Accounting Department, SMU Cox School of Business »» Charles “Chip” Ruscher, Ph.D., director, Graduate Finance Certificate Program; lecturer, Department of Finance, SMU Cox School of Business »» Jim Smith, Ph.D., Cary M. Maguire Chair in Oil and Gas Management; professor, Department of Finance, SMU Cox School of Business »» Ram Venkataraman, Ph.D., assistant professor, Accounting Department, SMU Cox School of Business API-U, the training programs offered by the American Petroleum Institute, has selected this course as part of its continuing-education curriculum for oil and gas professionals.

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E n e rg y, O i l & G a s

Developing a New Generation of Energy Leaders: Strategic Leadership Skills In association with the Maguire Energy Institute April 23 – 27, 2012 September 24 – 28, 2012 Format: Five days, 8 a.m. – 5 p.m. (Scheduled with Strategic Financial Skills to create convenient two-week curriculum) Cost: $6,750—includes five nights of lodging; materials; breakfasts, lunches, breaks; one group dinner. Group discounts available for multiple attendees from the same organization. Payment plans available. CPE Hrs: 40

Give us a week and we’ll change the way you think about leadership forever. Research shows that effective leaders have developed a pattern of success based on critical competencies honed throughout their careers. In this program, you’ll be exposed to a highly creative faculty who will give you the tools to think and work differently as you move through the leadership roles and challenges of the next decade.

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»» Mid-level managers, directors and vice presidents who are positioned to take on significant leadership roles »» Other individuals who have been identified as having the potential to be leaders in their organizations

T op ic s Understanding effective leadership and its critical role in oil and gas • 360-degree assessment review and feedback • Building and leading high-performance teams • Managing performance • Strategic thinking and negotiation • Creating a culture of accountability • Decision-making and execution processes • Engaging and retaining top talent

F ac u lt y »» Academic Director Miguel (Mickey) Quiñones, Ph.D., Marilyn and Leo Corrigan Endowed Professor of Management and Organizations, SMU Cox School of Business »» Jay Carson, Ph.D., assistant professor, Management and Organizations Department, SMU Cox School of Business »» Jerry E. Magar, instructor, SMU Cox Executive Education »» Robin L. Pinkley, Ph.D., professor, Management and Organizations Department, SMU Cox School of Business »» Jeff Strese, M.E., director, Human Resources, SMU

API-U, the training programs offered by the American Petroleum Institute, has selected this course as part of its continuing-education curriculum for oil and gas professionals.

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E n e rg y, O i l & G a s

New! Global Enterprise Leadership in the Energy Industry In association with the Maguire Energy Institute October 9 – 11, 2012 Format: Cost: CPE Hrs:

Three days, 8 a.m. – 5 p.m. $5,995—includes three nights of lodging; materials; breakfasts, lunches, breaks; two group dinners. Group discounts available for multiple attendees from the same organization. Payment plans available. 24

Designed for current and emerging leaders whose decisions and authority shape their enterprises, this dynamic new program will help you shape a global vision and the skills to achieve it. Sessions will feature breakthrough insights on key issues from worldrecognized thought leaders and expert faculty from SMU Cox and other top-ranked business schools. Research-based content will expose you to the latest approaches in strategy development, financial management, leadership and communication. In three days, you’ll develop a richer understanding of the world and your industry, enhanced skills for higher levels of responsibility and an expanded network of senior-level peers.

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»» Enterprise leaders in positions of substantial decision-making and responsibility »» Senior-level managers moving into such a position and seeking to improve their overall leadership effectiveness »» Leaders with significant managerial decision-making responsibility in a specific industry segment or functional area, such as exploration, production, transportation, refining, marketing, finance or human resources

T op ic s A global strategy for your organization • Emerging and developing markets • A framework for strategy development • Sources of capital • Assessing investment opportunities • New reporting regulations and requirements • Creating and maximizing alliances • Aligning a globally diversified workforce • Leading with cultural authenticity • Leading amid changing demographics • Developing human capital—the leader as a teacher, coach, mentor • Developing high-potential talent • Emotional intelligence • Exercising influence outside your organization • Aligning interests for mutual gain

F ac u lt y »» Academic Director Dr. Warren Wilhelm, D.B.A., president, Global Consulting Alliance »» World-class thought leaders and learning professionals with expertise in energy, oil and gas

API-U, the training programs offered by the American Petroleum Institute, has selected this course as part of its continuing-education curriculum for oil and gas professionals.

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E n e rg y, O i l & G a s

Fourth annual! Oil & Gas Investing for Institutional Investors April 3 – 4, 2012 Format: Two days, 8 a.m. – 5 p.m. Cost: $1,395; group discounts available for multiple attendees from the same organization. Payment plans available.

Whether you’re new to oil and gas investing or already managing a portfolio, this interactive two-day forum is an excellent learning and networking opportunity. You’ll join other institutional investors and the top minds in oil and gas investing for the latest insights and perspectives. In high-powered presentations and discussions, you’ll learn about current and future areas of energy investment—and how to maximize the profits they can generate. You’ll gauge the impact of the BP Gulf Oil Spill on future drilling—as investors and oil and gas industry professionals balance the higher risks and potential returns of off-shore projects against the relative safety of land-based prospects. The program includes a dinner and reception, as well as an exclusive rig tour to the Barnett Shale—one of the nation’s largest natural gas fields.

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»» Institutional investors currently maintaining an oil and gas portfolio »» Institutional investors new to oil and gas investing »» Institutional investors wishing to expand their institution’s network

T op ic s Global energy outlook • Petroleum industry economic overview • Impact of the BP Gulf Oil Spill on investment and production • Oil and gas industry segments • Nontechnical overview of geology and geophysics • Non-technical overview of petroleum engineering • Investment decision-making • Institutional involvement in oil and gas • Institutional perspectives • Investment opportunities in oil and gas • Tour of Barnett Shale drilling operation

Pa s t

s p e a k e r s a n d pa n e l i s t s

Tucker Bridwell, president, Mansefeldt Investment Corp. Toby Darden, chairman of the board, Quicksilver Resources Leslie Haines, editor in chief, Oil and Gas Investor Magazine Grant Henderson, president, Talon Oil & Gas LLC Gregory B. Jansen, managing director, Commonfund Capital Inc. Creties Jenkins, vice president, DeGolyer and MacNaughton Jason McMahon, managing director, EnCap Investments LP Jake Plunk, vice president of business development, Merit Energy Company Dave Pursell, managing director and head of macro research, Tudor, Pickering, Holt & Co. Securities Inc. »» Scott Rees, president, Netherland Sewell & Associates »» Danny Weingeist, co-managing partner, Kayne Anderson Capital Advisors »» Tom Whitener, president, Energy Spectrum Capital »» Jim Wicklund, portfolio manager, Carlson Capital

»» »» »» »» »» »» »» »» »»

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L e a der sh i p

Updated content! Certificate in Leadership February 28 – May 15, 2012 September 11 – December 4, 2012 Format: Cost: CPE Hrs:

12 weeks with sessions on Tuesday evenings, 6 p.m. to 9 p.m. $3,695; group discounts available for multiple attendees from the same organization. Payment plans available. 36

Today’s successful leaders are broad thinkers with a global perspective that extends far beyond their own self-interest. In 12 challenging sessions, this dynamic course for mid-level and experienced leaders will transform your leadership vision and approach from the inside out. You’ll master the nuances and challenges of building teams beyond your work group—inside and outside the organization. You’ll develop your own personal style of authentic leadership that enables you to coach others, nurture talent and lead change across organizations and multigenerational teams. You’ll learn how to maximize your company’s most valuable, volatile asset—human capital—and strengthen your skills in strategic thinking that looks beyond the crisis of the hour.

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»» Mid-level managers »» Experienced leaders with new responsibilities »» Entrepreneurs and business operators

T op ic s Fourth-dimension leadership • Building customer and constituent relationships • Operating with a global perspective • Strategic thinking • Authentic influence • Leading change • Coaching for improved performance • Leveraging human capital resources • Developing organizational talent • Understanding and leveraging corporate culture • Cross-generational leadership • Integration of learning

F ac u lt y »» Program Director James Roach, M.S., director of organizational and leadership development, L-3 Link Simulation & Training; instructor, SMU Cox School of Business »» World-class business professionals and expert faculty from SMU Cox School of Business

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M a nagem en t

Updated content! Certificate in Management March 6 – May 22, 2012 September 18 – December 11, 2012 Format: 12 weeks with sessions on Tuesday evenings, 6 p.m. to 9 p.m. Cost: $3,695; group discounts available for multiple attendees from the same organization. Payment plans available. CPE Hrs: 36

If you’re already a frontline manager or a leader moving into management for the first time, this powerful 12-session course will arm you to handle the toughest managerial challenges. You’ll learn how to build and work effectively with teams, hone your communication skills and motivate others. Because flexibility and agility are critical in today’s workplace, you’ll learn how to recognize different work and learning styles and how to resolve interpersonal conflicts when styles collide. You’ll gain practical skills in organizing work and managing projects—from simple to complex. You’ll understand how to manage and measure performance and learn how to apply critical thinking skills to every decision.

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»» New managers and supervisors »» Individuals preparing to assume more responsible roles in their organizations »» Entrepreneurs

T op ic s What makes a good manager? • Challenges and changes for managers on the move • Leading high-performance teams • Selecting the best people • Effective communication skills • Motivating others • Leadership agility • Handling difficult conversations and managing conflict • Organizing work • Managing performance • Critical thinking and decision-making • Emotional intelligence • Integration of learning

F ac u lt y »» Program Director James Roach, M.S., director of organizational and leadership development, L-3 Link Simulation & Training; instructor, SMU Cox School of Business »» World-class business professionals and expert faculty from SMU Cox School of Business

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D a l l a s C a m pus SMU Cox Executive Education is headquartered on SMU’s beautiful 210-acre campus—an urban oasis just five miles north of downtown Dallas. We offer most of our individual development programs in the spacious James M. Collins Executive Education Center. Completed in 2005, this 67,000-square foot showplace is part of SMU’s new east quadrangle, which includes the Jerry R. Junkins Engineering Building, the Laura Lee Blanton Student Services Building, and the Caruth Engineering Building. The quadrangle, east of SMU Boulevard and Airline Road, is the new eastern gateway to SMU providing a connection between campus and the George W. Bush Presidential Center. While the exterior of the Collins Center echoes SMU’s traditional Georgian architecture, the interior looks to the future—with academic areas and the latest technology to support a variety of instructional techniques, as well as dramatic reception and gathering areas. The Collins Center’s features include: »» Four tiered classrooms, each with seating for 66 students »» Conference room with seating for 12 »» 24-seat boardroom; one 40-seat classroom with flexible seating arrangements »» 15 seminar rooms with seating for groups from six to 10 to promote teamwork and student interaction »» 297-seat Crum Auditorium »» Modern business center »» Executive lounge »» Dining room with seating for 120. »» Gracious outdoor plaza on the north side of the building, offering additional event space »» Rooftop terrace provides a relaxing environment for networking

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“I have a real sense of being able to take on

and improve

issues in the organization

that in the past I might have felt were someone else’s problem.

Now nothing

is out of bounds.”

Paul Reitdyk

Vice President, Distribution Operations, Spectra Energy

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Negoti ation

Master Negotiation I May 8 – 9, 2012 October 23 – 24, 2012 Format: Two days, 8:30 a.m. – 4:30 p.m. Cost: $1,995; group discounts available for multiple attendees from the same organization. Payment plans available. CPE Hrs: 16

This powerful two-day course will train you to take advantage of the gain-gain approach, today’s most respected method of negotiation. The tools and strategies you learn will prepare you for success in principled and profitable negotiation with peers, clients, customers and adversaries. The course’s interactive design provides individualized attention to help you diagnose your current approaches—and strengthen or replace them with proven, powerful skills. You’ll understand how to avoid common errors and negotiate rationally and effectively. You’ll learn how to separate fact from fiction and reality from perception. And because knowledge is power—you’ll learn how to obtain, provide and withhold crucial information that can determine the outcome. The insights you gain will enable you to be soft on people but tough on issues. Carefully crafted negotiation simulations give you a fascinating, hands-on opportunity to test and refine your skills.

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This course is designed to enhance the understanding and skills of anyone who wants to become a more effective negotiator. If you’re already respected for your success in negotiation, you’ll refine your skills. If you’re less experienced and less confident, you’ll develop new knowledge and techniques.

T op ic s Testing and continually improving your mastery of negotiation skills • Avoiding common and costly negotiator biases • Mastering effective first bids, counter bids and strategic anchors • Assessing the advantage of real and imagined alternatives to settlement • Understanding the explicit and implicit value your client associates with every outcome • Understanding the difference between being ethical and being fair • Assessing real versus perceived sources of power • Shifting the power balance in your favor • Painting truthful—but strategic—pictures in the minds of other parties and using them for your benefit • Acting and reacting more effectively during a negotiation • Understanding and obtaining the traits of master negotiators • Determining how you are perceived and creating an image that helps you succeed • Dealing effectively with the most difficult negotiators • Conducting an effective post-negotiation debriefing session

F ac u lt y »» Robin L. Pinkley, Ph.D., professor, Management and Organizations Department, SMU Cox School of Business; creator, Gain-Gain Approach to Profitable Negotiation; founder, M2M Center for Profitable Negotiation

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Negoti ation

New for Spring 2012! Master Negotiation II March 28 – 29, 2012 November 14 – 15, 2012 Format: Two days, 8:30 a.m. – 4:30 p.m. Cost: $1,995; group discounts available for multiple attendees from the same organization. Payment plans available. CPE Hrs: 16

Refine and strengthen your expertise in the gain-gain approach to profitable negotiation with this hard-hitting follow-up to Master Negotiation I. You’ll dive even deeper into the dynamic interpersonal aspects of negotiation to understand why people react the way they do. Then you’ll apply these psychological insights to improve the way people react to you. You’ll learn to convey, use and manage time pressure effectively; master the art and science of persuasion; and recognize, use and change the power relationship among negotiators. Fascinating videos and in-class simulations will challenge you to analyze and learn from real-life negotiations. You’ll diagnose your current approaches and strengthen or replace them with proven, powerful skills.

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This course is designed to further enhance the understanding, skill set and implementation readiness of master negotiators. If you’ve completed the prerequisite, Master Negotiation I, and are respected for your success in negotiation, this is the course for you.

T op ic s Testing and refining your master negotiation skills • The head, heart and soul behind the extended hand—the psychology of negotiation • Common and costly negotiator biases • Learning how to be honest—instead of whether to be honest • The role of lie detection • Changing take-it-or-leave-it transactions into negotiations through principled persuasion tactics • When and how to share information regarding time pressure • A systematic framework for moving through the most complex deals • Rigorous case analyses of world-class deals • Candid stories of success and mistakes from a panel of cross-industry experts • Negotiation simulations that reveal strategy choices and how you’re perceived by others

F ac u lt y »» Robin L. Pinkley, Ph.D., professor, Management and Organizations Department, SMU Cox School of Business; creator, Gain-Gain Approach to Profitable Negotiation; founder, M2M Center for Profitable Negotiation

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Str ategy

New! Formulating & Implementing Exceptional Business Strategy March 26 – 27, 2012 November 12 – 13, 2012 Format: Two days, 8:30 a.m. – 4:30 p.m. Cost: $1,995; group discounts available for multiple attendees from the same organization. Payment plans available. CPE Hrs: 16

In a challenged economy more than ever, success depends on leaders who can accurately assess the competitive environment, develop sound, innovative strategy and take their plans from idea to action. This concentrated two-day course for executives and managers covers the entire scope of strategic planning—from the seminal concepts of Andrews, Drucker and other leading strategists to the secrets of helping your organization recapture its entrepreneurial spirit. You’ll review the fundamentals of segmentation, targeting and positioning—the marketing backbone for success. You’ll learn how to assess your organization’s resources, processes and values—and how to achieve competitive advantage through targeted innovation in your products and services. You’ll understand the core principles and processes that drive effective planning and gain powerful skills you can put to work in your own business tomorrow.

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»» General managers and strategic business unit managers »» Executives seeking to foster an innovative and entrepreneurial organizational culture »» Business owners and entrepreneurs

T op ic s A backdrop of fundamental strategic-planning principles • Evaluating strengths, weaknesses, opportunities and threats • Fundamentals of competitive strategy • Reconciling strategy with finance • Customer and competitor analysis • Segmentation, targeting and positioning • A strategic framework for comprehensive strategic planning • Assessing your organization’s resources, processes and values • Innovation as a key to marketplace advantage • The innovator’s dilemma • Customer-focused ideation for higher innovation success rates • Lifecycle and portfolio planning and the diffusion of innovation • Resource allocation • The entrepreneurial process in an established organization • Creating values, processes and systems that encourage corporate entrepreneurship

F ac u lt y »» James T. Kindley, M.S., M.B.A., adjunct lecturer, Marketing Department, SMU Cox School of Business »» David T. Lei, Ph.D., associate professor, Strategy and Entrepreneurship Department, SMU Cox School of Business »» Simon Mak, associate director, Caruth Institute for Entrepreneurship, SMU Cox School of Business

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About SMU Cox School of Business

Founded in 1920, the SMU Cox School of Business offers a full range of undergraduate, graduate and executive education programs, equipping students with the skills, knowledge and experiences they need to succeed in business. Major publications rank SMU Cox among the top business schools in the nation and around the world. SMU Cox Executive Education helps leaders address critical strategic challenges through: »» Research-based content that’s true and tested »» An understanding of the industry that assures relevance »» A purpose-built learning environment that provides a safe place to think and act differently »» Professional educators who build capability and independence »» Opportunities to collaborate and network with a diverse mix of executives and entrepreneurs »» Access to a full university—ensuring expert instruction in every discipline


P.O. Box 750508 Dallas, Texas 75275-0508 800-768-6699 in U.S. 214-768-3335 outside U.S. exed.cox.smu.edu

SMU Cox Executive Education @SMUCoxExecEd

SMU Cox School of Business offers its energy, oil and gas programs in association with the Maguire Energy Institute.


SMU Cox Executive Educaiton