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Finance and Accounting Workshop for Non-Financial Managers 21, 22 and 23 of March 2012

Global Leadership for Women 26, 27 and 28 of March 2012

Innovative Leadership

18, 19 and 20 of April 2012

Communication Skills and Public Speaking Workshop 7, 8 and 9 of May 2012

Coaching for Results 4, 5 and 6 of June 2012

Change Management Workshop 18, 19 and 20 of June 2012

Leading Teams

18, 19 and 20 of June 2012

Executive Negotiation Workshop 18, 19 and 20 of June 2012

Today´s challenges, tomorrow´s opportunities

WHY IE BUSINESS SCHOOL IE Business School is a leading international business school oriented at providing top-level training for executives. The recognized prestige of our teaching faculty, the degree of excellence of our academic programs and a clear international focus are the keys behind a learning model that has ranked IE Business School’s Executive Education Division among the top 15 in the world (Financial Time’s Ranking, May 2010). The Executive Education Programs offered by IE Business School aim to develop the vision, skills and management capabilities required to meet the many and varied challenges facing business organizations, both today and in the future. Our school’s training model promotes personal, intellectual and professional development and does so in a global framework to expand and deepen international perspectives among participants. The programs we run are open and/or tailored to meet company or individual needs and provide a targeted and thorough foundation that will translate into a direct impact on business or individual performance. In recognition of the high quality and academic rigor of our programs, IE Business School is accredited by EQUIS (European Quality Improvement Systems), AACBS International (The Association to Advance Collegiate Schools of Business) and AMBA (Association of MBAs). We invite you to join our community and benefit from a unique learning experience in an environment that nurtures top-level talent both professionally and personally.

business school

Executive Education

“Our programs allow executives to renew their competitive edge, commitment, entrepreneurial spirit, global vision and their motivation – and later on, our business forums and Centers of Excellence offer platforms for a continuous learning.” Santiago Iñiguez. Dean of IE Business School

Fully recognized by the three principal international accrediting bodies in the field of business education.

IE Business School is consistently ranked among the top Business Schools worldwide by international financial and economic media groups.

Executive MBA

Full-time MBA

Executive Education

Financial Times 2nd in Europe 7th worldwide

Financial Times 1st in Spain rd 3 in Europe 6th worldwide

Financial Times Open Enrolment 13th worldwide

Oct. 2010

Jan. 2010

International MBA Wall Street Journal 3rd in Europe Jan. 2010

Financial Times 1th in Spain Jan. 2010

Forbes 3rd worldwide Aug. 2009

America Economía 3nd worldwide Jun. 2010

May 2010

Business Week Executive Education 1th in Spain th 6 worldwide Nov. 2009

America Economía 7th worldwide Oct. 2009

Business Week 1st in Europe nd 2 worldwide

The Economist 2nd worldwide

Nov. 2008

Jan. 2008

Creating Global Leaders Worldwide IE Business School’s Executive Education Division is renowned for executive development programs that provide strategic insight and deliver global perspectives. Our Executive Development Programs are consistently ranked among the top 15 in the world (Financial Time’s Ranking, May 2010).

Who are these programs designed for These skills development International Executive Programs have been designed to strengthen those abilities that are most needed in today’s global business environment. Going far beyond the basic transmission of tools and theories, these courses provide applicable lessons in the classroom that can be implemented immediately within your organizations, and which guarantee you reach your required results. They attract a highly diverse and qualified audience oriented towards a multidisciplinary, crossindustry and international profile. These programs will be of interest to business executives from all industries and are particularly targeted at: • CEOs • Managing Directors • General Managers • Divisional and Functional Managers (Marketing, Finance, Sales, Purchasing, Operations) • Managers dealing with Partners, Suppliers, Customers and Employees • Divisional and Functional Managers responsible for change management and project sponsorship • Human Resource Department Heads

Participants’ Profile Age

Company Size

Countries of Origin

Less than 35: 20% 35 to 45: 31% 45 to 55: 34% More than 55: 15%

Multinational or large: 52% Medium: 34% Small: 14%

Eastern Europe: 25% Western Europe: 22% Spain: 18% South America: 15% Rest of the World: 20%

Finance and Accounting Workshop for Non-Financial Managers

Analyzing Opportunities, Assessing Risk, and Estimating your Impact Program Overview. Today’s current market environment is a constant reminder that the financial situation of a company is crucial when making strategic decisions and should not be considered separate from any functional area or business level within the organization, but more as the engine of growth that will sustain all successful business activity. It is therefore imperative that managers at every level of the organization understand the financial fundamentals behind business rationale and their impact on their firm’s sustainability through the actions they develop. To accomplish this, all decision makers need to incorporate the financial angle into their decision making process, yet many managers feel they are ill-equipped to do so. Finance and Accounting Workshop for Non-Financial Managers is an intensive three-day international executive program designed to equip non-financial managers with the basic accounting and financial management principles required to present and undertake activities that provide profitability and long-term competitive advantage to their organizations.

Program Objectives. Through an imminently practical approach, this program is designed to assist managers in understanding the critical financial tools that will help them make financially sound decisions on a day-to-day basis and manage their business more effectively. During the program participants will develop a sound understanding of how to: • Read and analyze their firm’s financial statements: profit and loss accounts, cash flow statements, balance sheets, as well as, financial ratio analysis. • Identify which elements affect companies’ external financial needs and how those can be forecasted. • Grasp the theory and practice of capital budgeting, discovering the tools available to guide investment decisions. • Recognize the drivers of valuation, and how day-to-day decisions may affect company value. • Understand the uses and benefits of sensitivity and scenario analysis. • Acquire the basic financial concepts necessary for an effective communication with the finance department, as well as other company stakeholders.

Program Content. The program is fronted by Professors Garen Markarian, Sandrine Naslin and Juan Pedro Gomez, who share an agenda bearing a number of fundamental key topics, including: Financial Accounting: Understanding financial statements • Understanding the Income Statement, Balance Sheet, and Cash Flow Statement. • Linking your organization’s operations to its profitability. • Understanding the use of financial ratios in examining firm performance. • Assessing firm performance through accounting numbers.

Financial Forecasting: Calculating expected financial needs and returns • Forecasting the profitability and financial needs of a company or division. • The importance of forecasting external financing needs, with a focus on the short-term. • Working capital management and its impact on financing needs. • The use of financial ratios in forecasting. • Benefits and practical applications of sensitivity and scenario analysis. Capital Budgeting: Evaluating investment opportunities • Making financially sound choices – Choosing the right tools. • Theory and uses of Discounted Cash Flow Analysis. • Net Present Value, IRR and alternative investment rules - Theory and practical applications for capital budgeting. Valuation: The contribution of the financial point of view • From Accounting to Business Valuation - The concept of Free Cash Flow. • The Right Rate of Discount - Risk and return. • Business Valuation in Practice: Relevant cash flows. Practice: Relevant cash flows.


Faculty. Our renowned academics in the field of Accounting and Finance will guide you through the necessary tools and techniques required to evaluate financial information specific to your business context in order to make profitable business decisions and evaluate performance.

GAREN MARKARIAN. Financial Accounting Professor • PhD in Management, Case Western Reserve University, USA. • MBA, University of Louisiana, USA. • BS Natural Sciences, American University of Beirut, Lebanon. SANDRINE NASLIN. Financial Management Professor • CEO and Head of Equities for UBS Investment Bank, Madrid. • 20 years experience in Investment Banking – Capital Markets, London, Paris and Madrid. • BA in European Business Administration, École Supérieure de Commerce Reims, France. JUAN PEDRO GÓMEZ. Financial Management Professor • PhD in Economics, Universidad Carlos III, Spain. • BA in Economics, Universidad Complutense, Spain.


21, 22, 23 March 2012



Global Leadership for Women Empowering your Effectiveness as a Leader Program Overview.

The focus on diverse workforces in global organizations and the drive to establish executive teams that are more gender balanced across levels makes is it more important than ever for leaders to broaden, strengthen and adapt their leadership skills. This program is geared toward women in leadership roles who are facing this new environment which requires honing existing skills, identifying new capabilities around motivating diverse multicultural, gender balanced teams, driving change, and communicating with confidence. Fundamental to this is developing a strong set of personal and authentic leadership values in order to succeed in this evolving business environment. What are the opportunities associated with diverse workforce and how can female executives take advantage of them? Women leading a diverse workforce with high degrees of responsibility need to move away from the traditional face-to-face and direct supervision to alternative forms of motivation based on followers ‘need for flexibility, identity and excellence. When it comes to global leadership it is not the formal structure that makes a difference, it is the leader who is in direct contact with the people, the teams that make up the organization. This three day Global Leadership for Women Program will help talented female executives like you lead change, develop and enhance core skills, gain confidence and a greater understanding of leadership communications and personal self awareness around who you stand for as a leader. The program will support you in your quest to empower others to adapt successfully to the changing environment – the program will challenge you to grow through reflection, sharing an experiential learning during the 3 days, as well as, an opportunity to engage in an ongoing mentoring and accountability program following.

Program Objectives.

• Facilitate the exploration of your personal leadership behavior and identify opportunities for career and personal development. • Strengthen your sensitivity in connecting with your direct reports and teams so they are fully engaged and thus excel to their greatest potential. • Share analytical tools and frameworks to support you in your systematic thinking around leadership at different stages of an organizational pipeline. • Further develop your communication skills in challenging situations and negotiations so that you can maximize your effectiveness as a leader of your own career and as a leader of a diverse workforce. • Increase your awareness of the need for flexible leadership needed to manage successfully in a global, highly competitive and changing business environment. • Acquire greater confidence and understanding of your personal leadership styles, enabling you to lead effectively, responsibly and authentically through various transformations.

Program Content.

Responsible Leadership for Leading Organizational Change in a Global Business • Challenges and opportunities of for female executives leading strategic transformations. • Emotional engagement: Articulating a vision that is meaningful and emotionally uplifting (for self and others). Personal Leadership • Learning about your preferred and ideal path to success. • Identifying your leadership resources and developing an action plan. • How to acquire and build on feedback so that it effectively boosts your leadership capabilities. • Leverage your leadership resources for personal career and business growth.

Sustainable Success and Social Well-Being • What is success? The myth of having it all • Achieving work-life balance while building social capital in stages • Organizational responsiveness to work-family issues • Creating competitive advantage through flexibility and leadership adaptation Emotional Leadership • Emotional intelligence and emotional competence - Enhancing EQ and “right brain” perception. • Theory U – Open mind, open heart, open will. • Personal mastery - The habits and practices of highly creative people. • From I’llness to We’llness - Dealing with self-interest and greed. Leading Effectively and Responsibly in Complex 21st Century Organizations • Progressing up the Leadership Pipeline – Key Skills, Values, Time Management across cultures. • Leadership Communication – Difficult and courageous conversations that we all face daily. • Adjusting your social capital according to career and personal choices, and stages. Cultural Intelligence for Working Across Borders • What is Culture? • Personal attributes of a successful cross cultural manager. • Introduction to cross culture tools such as WORLDPRISM™ to help leverage similarities and differences. • Creating competitive advantage across diverse, cross culture teams.





At our Global Leadership for Women Program, you will interact with both academic experts who are skilled educators, groundbreaking researchers, and award winning authors, as well as international business and field based leadership and organizational professionals. MARGARITA MAYO Professor of Organizational Behavior and Co-director of Leadership Chair, IE Business School • Ph.D. in Organizational Behavior, University of New York at Buffalo • Master of Arts (MA) in Social Psychology, Clark University • B.A in Psychology, Universidad Autónoma, Madrid • Fulbright Scholar, Harvard University MARIJO BOS. Visiting Professor for career management, mentoring and career transformation, IE Business School • Managing Director, Bos Advisors (leadership and high performance teams). • Experience in business with top service and entrepreneurial organizations focused on Media and Entertainment and Executive leadership; delivered program in more than 25 countries. • President, EPWN (European Professional Women’s Network), an 18 city dynamic online and community of networks. • Published articles and contributes to books on the topics of career management, networking, women on boards, the power of mentoring, executive leadership and career management. GAUDENZ ASSENZA. Visiting Professor teaching courses on innovation, life design and career management, IE School of Arts and Humanities • Head, School for Transformative Leadership, UP Olomouc. • Founder, University for the Future. • Doctorate, University of Oxford (St. Antony’s College). • Masters, Harvard University (John F. Kennedy School of Government).


26, 27, 28 March 2012



Innovative Leadership Winning Skills for You and Your Team Program Overview. Fast-evolving markets and heightened competition are the norms in today’s global economy, where very few companies, and their results, stand out. This competitive advantage often results not from the most ingenious product design, the best marketing strategy, or state-of-theart production technology, but rather from the effective leadership of a company. Whilst many organizations recognize the importance of managing their work force effectively, it is alarming how often firms and managers fail to do so. What is more, many organizations are now replacing traditional pyramidal and hierarchical organizational structures with flatter managerial models. Under these circumstances, teams are becoming the principal axis around which most processes pivot. Therefore, the success of an executive lies in his or her capacity to develop and lead herself and her team effectively. Innovative Leadership is a challenging three-day hands-on practical international executive program that focuses on how to identify the roles that a successful global leader plays and how to maximize them.

Program Objectives. Innovative Leadership examines the most relevant and up-to-date leadership practices and provides participants with the tools and techniques needed to improve their leadership skills and those of their organization. Throughout this program participants will develop a sound understanding of how to: • Acquire a global outlook and the ability to lead across culturally complex organizations. • Motivate and generate enthusiasm in your teams. • Develop the political competencies needed to become increasingly successful leaders. • Learn the effects of social networks on individuals and firms. • Understand power and influence in organizations and how it affects leadership styles. • Practice and develop the principle coaching methods and skills needed to fulfill development and performance objectives. • Awaken the creative potential and winning spirit of an organization. • Increase self-awareness of key aspects of their personality and leadership preferences through the use of personal testing and assessment. • Create an action plan for self-improvement, and set goals to enhance strategic personal and organizational leadership.

Program Content. The program features several stimulating modules that analyze leadership from diverse points of view. Topics to be discussed include: Leadership, power and influence in organizations • Analyzing and diagnosing power dynamics in organizations. • Generating and implementing power successfully and ethically. • Developing an effective network: critical aspects.

The leader as a coach • Coaching methods and skills: observation, listening and feedback. • The cost and benefits of formal feedback. • How to use feedback to reach development and performance objectives. Building Social Capital • Formal and informal networks. • Organizational network Analysis. • Personal Networks. Leading your private and professional life • The importance of balancing private and professional life. • How to manage time effectively. • Managing your career. Managing the superior-subordinate relationship successfully • How to build trust in the superior-subordinate relationship. • Learning to recognize signs of trouble. • Turning hints into information. Personal Leadership • Self Awareness and Self Management. • Leadership and Personal Change. • Developing a Personal Development Plan.


Faculty. JUAN CARLOS PASTOR. Organizational Behavior Professor and Co-director of the Leadership Chair, IE Business School • PhD. in Organizational Behavior, University of New York at Buffalo. • Master of Arts (MA) in Social Psychology, Clark University. • B.A in Psychology, Universidad Autónoma, Madrid. • Fulbright Scholar, Harvard University.

FERNANDO BARTOLOMÉ. Organizational Behavior Professor, IE Business School • Doctor of Business Administration (DBA), Harvard University. • Master of Economics and Business Administration (MED), IESE. • Degree in Law, Universidad de Zaragoza. • Visiting professor, INSEAD.

PROGRAM DATES 18, 19, 20 April 2012



Communication Skills and Public Speaking Workshop Becoming a Confident and Persuasive Presenter Program Overview.

“That government of the people, by the people, for the people, shall not perish from the earth”. “I have nothing to offer but blood, toil, tears, and sweat.” “I have a dream”. “Tear down this wall”. “Ask not what your country can do for you”. “There is no easy walk to freedom anywhere.” All excerpts from monumental speeches that have moved people to action. Yet how many talks have you attended recently that have influenced you, whether it was the presentation of a marketing plan, a sales pitch, an IPO roadshow, your company’s annual convention, or a stockholders meeting? Presentations today are mostly nothing to write home about. But what you say, how you say it, and how you make it relevant to the audience, can turn an idea into a power horse. And many ideas are dumped daily because their originators do not present them in a dynamic and convincing way. Presentation skills rank among the most practical for executives: nothing will give you a more immediate competitive edge than the ability to communicate orally in a fluent and confident manner. IE Business School’s Public Speaking Workshop offers a comprehensive view of all aspects involved in doing effective presentations. The program covers content, delivery, stress control, use of audiovisual aids, and handling tough questions.

Program Objectives.

This very practical international executive program is designed to equip you with all the necessary skills and methods to always succeed in delivering compelling presentations. You will learn under the camera and by watching yourself and your instructors act. Nothing changes your performance faster than seeing yourself on video, under the guide of a professional public speaking coach. You will also benefit from seeing peers present, and will learn from other speakers’ performances. Never again go unprepared to a presentation. Throughout this program you will develop a sound understanding of how to: • Structure your message with a flow which is logical and easy to follow • Pinpoint and precisely transmit your message • Make your presentation interesting • Illustrate dull facts with stories • Develop a compelling voice • Manage your gestures to illustrate your talk • Dominate nervousness and channel it to your advantage • Control the Q&A session and answer difficult questions • Use audiovisual aids to highlight your message

Program Content.

IE Business School’s Communication Skills and Public Speaking Workshop is taught by Professors Lola Martínez and Javier Bernad who address all areas involved in doing presentations, including: Effective body language and how to use your voice to command attention and to transmit power Learn how to express yourself with your body and voice to illustrate the message. Leaders today use communication to maximum effect. Learn how to stand up, be heard, and master the art of reaching and influencing others. Through practical exercises, we will learn how to use our body and voice to transmit a powerful message. By having a higher awareness of our verbal and nonverbal communication, the impact will be greater.

Storytelling We are geared to learn through stories. Your audience does too. Through the art of storytelling and the use of engaging examples you will become a powerful business storyteller. You will learn how to choose and craft stories that deliver a strong and effective message. Apply the benefits of strategic communication and become the best storyteller. Controlling nervousness The shakes and those butterflies in your stomach make you perform at a fraction of your possibilities. Dominating stress is key to drive through a compelling performance. Sticky situations When presenting, we often come across situations that can derail our speech. Do not let this happen to you. Learn how to manage even the most difficult situations, including challenging conversations. Structuring your message We can unload a cartful of data on our audience, or we can drive home our message using a structure that makes it appear clear and easy to understand. Do not join the Anti-PowerPoint Alliance Slideware is a great invention, though poorly used most of the time. Use PowerPoint as a visual aid, not as a never-to-be-read hand-out which you project on the screen. Handling the Media and Media Training How do you handle the media? Learn insights and strategies necessary to manage image and enhance reputation. Gain control during a crisis, following the rules for interviews. Learn to craft a core message that will resonate with the public. Answer tough questions smoothly. And learn invaluable information that will put you in the forefront of your company. Answering difficult questions with ease Some very good presenters lose it during the Q&A session. Learn how to answer any type of question, under the lens of a seasoned journalist. Get professional one-on-one feedback, and see yourself on video Group and individual sessions with a personal coach will highlight your strengths and key improvement areas. Your take-away is a clear understanding of your abilities, and of how to improve them.



Lola Martínez. CNN Television Presenter and Communication Skills/Media Training Consultant • CNN Anchor and Reporter. • Communication and Media Training Consultant and Coach. • Actress and Director of films and theatre worldwide. • Voice Over Professional and Coach. • Adjunct Professor, Strategic Communication, IE Business School, Spain. • MA in English Literature, University of Barcelona, Spain. • MA in Theatre and Speech, University of South Carolina, USA. Javier Bernad, Public speaking professor • BA in Law. BA in Business Administration. ICADE, Spain. • Associate Professor, Communication, IE Business School, Spain • Professor of Marketing and Advertising, Universidad Europea de Madrid, Spain. • Licenced Public Speaking Coach by Successworks, USA. • Professional Practice: Public Speaking Skills, Speak & Span, Spain. • Ex CEO of MediaCom, a world leading advertising media planning agency, Spain.

PROGRAM DATES 7, 8, 9 May 2012



Coaching for Results

Helping your Collaborators Maximize their Competencies and Results Program Overview.

Managing the team relationship, but also your 1:1 relationship with each individual is the most important factor to achieve the best performance from all of your subordinates. Each person has singular strengths, areas of development, experiences, fears, ideas… so the way you deal with each individual cannot be the same. The coaching relationship between two or more people must be very strong and collaborative so that each ‘coachee’ experiences significant improvement in their performance and effectiveness. Coaching for Results is an intensive three-day international executive program that guides executives to focus on developing subordinates’ skills and performance, maximizing their human potential in their professional areas and beyond, by training observation, active listening, communication and feedback skills to escalate individual capacities and results.

Program Objectives.

Throughout this program you will develop skills to: • Identify your areas of development by understanding the importance of managing the coaching relationship effectively – as well as how your personal preferences affect coaching outcomes. • Motivate and retain the best performances by adapting your coaching style of management to individual manners, needs and concerns. • Participate in an individual coaching session. A professional coach will work closely with you throughout the program – providing a focused and feedback-rich learning environment where you will practice coaching skills and techniques. • Build a results-driven development plan using a powerful peer coaching process. • Participate in a follow-up coaching session, conducted by telephone 30 days after the program, to reinforce and extend classroom learning.

Program Content.

The real meaning of Coaching • Coaching is a way of leading people; but … how can I start? • Building of an effective coaching model, working in a ‘practice oriented’ way by developing the behaviors, skills, tools and attitudes that we need to achieve basic coaching aptitudes. • What is a top performer? Do we know what skills we want our collaborators to have; and how we want them to perform? • What do we need to do as leaders in order to help them shine? Self Awareness and Feedback • Explanation and exploration of MBTI and FIRO B psychometric tools. • Understanding of how your own preferences influence your coaching style of management. • Awareness of others’ style and preferences. • Understanding the role of feedback within the coaching process. • An approach to giving effective and useful feedback. Coaching model • Introduction and demonstration of a coaching model. • The role of models / tools in effective coaching. • Practices to develop your own skills. Effective Listening and Collaborative Communication • Levels of listening, verbal and non-verbal listening skills. • Elements, attitudes and behaviors of empathic listening, and mistakes to avoid. • Collaborative problem solving techniques.

• Helping people clarify their goals and values. • Providing effective feedback. • Useful questioning. • Dealing with strong emotions. Individual coaching session • Participate in a 1 and a half hour individual coaching session with a professional coach. You’ll have to decide a personal development area or situation you want to work in beforehand. • Working in pairs, ‘coach – coachee’ in a video recorded coaching session, to receive feedback on how you put into practice what you learned in the workshop. Team coaching • Applying coaching skills to team situations. • Introduction and practice of a model for problem solving.





DANIEL MAYORAL. Human Resources Associate Professor, IE Business School • Professor Mayoral has focused his professional career in all aspects related to people development and the elements that allow people and organizations to be more effective. After four years working in several consultancy projects in Accenture, he then started leading the Development Area in Agilent Technologies (Hewlett Packard). • Daniel has participated in all aspects of organizational development, such as: creating training plans, development of training courses, competencies evaluation, mentoring / coaching programs, change management, on-line tools development, etc. • Having created his own firm, he now focuses on helping people and organizations in the development of tools and training programs that allows personal and professional development. JANE UPTON. Visiting Coaching Professor at IE Business School • Visiting Executive Fellow of Henley Business School, UK where she tutors on the Henley Certificate in Coaching and Coaching for Peak Performance course. • 12 years working as an executive coach with senior executives and leadership teams in international companies. She has clients in Europe and Africa. • Over 15 years experience in international Human Resources, latterly as HR Director Iberia for United Distillers (now Diageo). Much of her work focused on mergers, acquisitions and cultural change. • In addition to extensive training in coaching she is a Master NLP. • BA Hons Latin American Studies, University of Newcastle Upon Tyne, UK. BEATRIZ MATEO. Working in leadership development as a consultant, facilitator and coach for more than 15 years • Professor Mateo started her professional career as a change management consultant at Arthur Andersen, helping executives implement and lead their teams through organizational change. • Beatriz then worked at the Center for Professional Education of Andersen Worldwide in Chicago, Illinois designing and delivering all the interpersonal curriculum of the firm. • Beatriz has a degree in Law from the Complutense University of Madrid and a Master of Sciences in Learning and Organizational Change from Northwestern University in Evanston, Illinois where she studied as a Fulbright Scholar.

PROGRAM DATES 4, 5, 6 June 2012



Change Management Workshop Minding Change & Changing Minds

Program Overview. Panta rei, Greek proverb meaning, everything changes. Everything is subject to a constant evolving process. Markets, products and technology change. As change becomes cumulative, the systems they affect become more complex, while uncertainty increases, resulting in a decline in productivity and commitment for those in the trench-lines. The outcome: assured losses in resources, both economic and human, and an immense likelihood of adding to the alarming rate of failure that accompanies change processes. It is therefore evident that the single most important core competency to develop today, both for organizations and the executives who manage them, is to learn how to consistently and effectively manage the emotional and rational aspects of change and the positive implications change processes can offer their organizations. IE Business School’s Change Management Workshop offers an in-depth view of the step-bystep process: conceptual, disruptive, theoretical, practical and finally, tactical approaches to change, as well as, the holistic frameworks needed to understand how the process of change affects the core pillars of organizational strategic management: capital, talent and technology, and how firms can learn to harness them to obtain their given business objectives.

Program Objectives.

This hands-on international executive program is designed to provide a clear understanding of the capabilities needed to address the strategic and tactical aspects of change, and the business processes required to undertake them. The result: a learning organization ready to master its competitive edge. Throughout this program you will develop a sound understanding of how to: • Assess your personal readiness towards change management capabilities. • Discover the main barriers that may derail your organization during change processes. • Identify the change anti-values and barriers that could prevent you from obtaining the best return for your organization. • Gear up your leadership skills as a change process agent and leader. • Acquire disruptive thinking techniques, for you and your team, to create and promote change. • Determine the resource needs for any organizational change project. • Differentiate among the different types of change required to reinforce and accelerate the path towards competitive advantage.

Program Content.

Understanding the philosophical structure of change These sessions will explain how change often has external drivers and forces that can be detected, corrected and/or rebalanced with the use of organizational resources. Grasping the conceptual structure of change During these sessions diagnostic tools, source selection processes, indicator identification and strategic analysis will be presented to foresee difficulties in change processes. Guiding your organization through change processes Change does not necessarily imply revolution. Understanding change as a part of life is required to prepare organizations to adequately affront adaptive changes and shifts. The ability to correct the ship’s course offers a distinctive cost-effective driver.

Change management: Changing management thinking There are several types of change, and not all of them require the same mindset or preparation. Different types of thinking serve different types of change processes. The backbone: Your Corporate Values When managing change processes we may loose sight of some fundamental concepts such as, corporate values. That is why looking at the DNA of the organization is a fundamental step to ensure the correct change strategy. Systemic thinking for change management Organizations are open systems. Understanding the fundamental structure of systems and how they function can help to better decide which drivers, levers or resources may be crucial for specific change processes. External and internal markets External and internal markets send signals and messages to corporate systems that can help management to recommend better change alternatives for their organizations. Disruptive thinking Through the use of disruptive thinking tools, we will discover the key to generating new thinking methods that assist change processes. Innovation and Institutionalization: Spark, hub, take off Innovation is, through its multiple facets, the perfect ally for change. Understanding the environmental conditions that drive creativity is a priceless tool when generating a culture of risk-taking that supports new project developments. Changing culture and leadership At the end of the day a successful change process should also provoke a cultural rebirth within the organization, transforming it into a flexible learning system. Leadership is the key channel for this process.


JESÚS V. IZQUIERDO. Change and Talent Management Professor • MA in International Affairs, Georgetown University, USA. • SMP, IE Business School, Spain. • Executive Coach, Newfield, Boulder, USA. • Professional Practice: Change Management, Corporate Coaching and Strategic Alignment. • Managing Leader at The Worldgate Group. MIGUEL ÁNGEL SERRANO. Change and Corporate Culture and Values Professor • PhD candidate (DEA) in Economics and Management Science, UPCO ICAI-ICADE, Spain. • Management Consulting Certificate, UNED, Spain. • SMP, IE Business School, Spain. • Professional Practice: Change Management, Corporate Coaching and Story Telling. • Managing Leader at The Worldgate Group.

PROGRAM DATES 18, 19, 20 May 2011



Leading Teams

Managing Diversity to Achieve Greater Performance Program Overview. Managing the cultural, ethnic and generational differences of employees and other organizational stakeholders has become extremely significant in today’s global business environment, where competitive advantage is delivered -or not-, through the successful direction of international teams across cultural, geographic and organizational boundaries. More than ever before, today’s executives must lead teams and organizations with diverse backgrounds and cultures, and drive even greater levels of performance. Promoting this ability is the key differentiation between managing and leading, and consequently between run-of-the-mill organizations and great ones. Leading Teams is an intensive three-day executive education program which addresses the challenges of delivering high performance in a highly diverse and constantly changing multi-cultural environment, and focuses on enhancing your managerial skills to create customer and organizational value.

Program Objectives. Leading Teams will provide you with the mindset, inspirational examples, approaches, models and tools to drive even greater performance in any diverse or multi-cultural environment. During the program, you will be able to apply practical learnings to your own challenges within your organization and walk away with specific actions you can implement right away within your team. Throughout this program you will: • Recognize that the ability to lead in a multi-cultural environment is based on your own ability to lead yourself first and adapt your approach for greater influence. • Understand how to create the right environment that encourages and reinforces both individual and team responsibility on results across any culture. • Learn how to understand and drive the right team dynamics and communications to guarantee both open discussions and more effective decision making in multi-cultural and diverse teams. • Recognise the impact of the cultural differences on the day-to-day operations and understand the key habits and behaviours needed to lead the right outcomes. • Understand the key factors that affect change initiatives and the approaches and processes for driving effective change in a multi-cultural team environment. • Prepare yourself to become an even better global leader, with the ability to turn cultural and organisational barriers into a competitive advantage. Program Content. The program features interactive discussions, case studies and experiential learning all intended to assist each participant in creating his or her own leadership strategy, finally translating knowledge into action. Topics to be discussed include, but are not limited to:

Creating High Performance Teams

Setting the structure for effective multi-cultural teams - Aligning to common outcomes • Assessing the context and identifying potential barriers to team effectiveness. • Team design factors: composition, direction and structure. • Shaping the group culture through norms. Fostering collective creativity - Team innovation • Setting the conditions to reap the benefits of group brainstorming. • Expanding the scope of a group’s current thinking. • The impact of team leadership on creativity. • Individual and collective emotional intelligence - Understanding adaptability • The value of Emotional Intelligence for teams. • Creating awareness of collective emotional states. • Norms that help regulate group’s emotions.

Effective team processes and models - Enabling effective problem solving • Diagnosing the quality of team members’ communication, collaboration and decision making. • Understanding the linkages among diversity, identity dynamics, and team processes. • Intervening to improve dysfunctional processes.

Using the Power of Ownership in Leading Teams

Creating the mindset of outcomes and ownership - Leading yourself first • Creating the focus on outcomes: The target for effective teamwork. • Reinforcing the importance of character in adapting to others in a multi-cultural environment. • Understanding how a leader’s own habits and behaviours can influence their team. Enabling personal ownership in others - Encouraging adaptability • Developing ownership by using the power of questions. • Adapting your communications, approaches and thinking as an orchestra conductor. • Creating and adapting the habit of follow-up to reinforce the ownership in your team. Enabling team ownership in a multi-cultural team environment - Driving teamwork • Developing the structure and processes for effective collaboration. • Creating an environment for positive peer pressure and interdependence. • Managing the diverse set of stakeholders and aligning them to your focus.

Driving Change through Teams

Managing people and defining your change strategy - Developing the plan for success • The soft stuff is hard: An illustration of the importance of the human factor. • Capabilities Inventory: The nice to have vs. the need to have - The tough decisions. • The reasonably good is better than the best, and how to close the gaps. Best practices in driving change through multi-cultural teams - Creating the fundamentals • Functional and Enterprise Change: Differences and commonalities. • Managing change: From Multinationals to SMEs • Turning insights into action: Your plan for change - Change governance.




GERMAN NICOLÁS. Leadership and Organizational Behavior Professor • Managing Director of Hay Group Madrid, Spain. • International business experience in Latin-America, USA and Europe industries such as, FMCG, professional services, financial services and media. • Expertise in leading top-management teams and full-scale organizational change programs. • Author of Remando Juntos (Rowing Together). ANGEL BATALLA. Strategic Management and Organizational Change Professor • PhD Candidate in Humanities, Universidad Francisco de Vitoria, Spain. • Director, Advisor and Hands-on Intermin Executive on restructuring issues. • Member of The Turnaround Management Association, USA and The Instituto de Consejeros y Administradores (Institute of CEOs and Managing Directors), Spain. MARK FRITZ. Leadership and Organizational Behavior Professor • Managing Director of Procedor, consulting firm focused on Personal and Leadership Effectiveness. • International business career with Eastman Kodak Company, in the USA, Europe, Middle East and Asia. • Expert in Leading across Distances and Cultures. • Coach to executives moving between USA, Europe and Asia. • Author of The Truth About Getting Things Done and Time to Get Started.

PROGRAM DATES 18, 19, 20 June 2012



Executive Negotiation Workshop From Experienced to Expert Negotiator Program Overview. Everybody negotiates continuously. Executives negotiate on a daily basis with superiors, colleagues and subordinates, potential partners and competitors, investors and board members, clients and suppliers, employees and labour unions. In this complex and changing business environment, where consensus and leadership prevail over authority, acquiring excellent negotiation skills is essential to succeed. IE Business School’s Executive Negotiation Professors combine the latest and most effective negotiation theories and practices. Our renowned academics in the field will inspire you with innovative thoughts and provide winning skills and valuable practices that are applicable to all types of negotiation settings. Drawing on their combined knowledge, training, and real-world experiences, both faculty members will advise you while you prepare and conduct simulated negotiations, from small to large, internal to external, bi-lateral to multi-lateral, daily to extraordinary.

Program Objectives.

This Executive Negotiation Workshop is an intensive four-day international executive program designed to sharpen the experienced negotiator’s practical skills and deepen the participants’ theoretical knowledge. During the program you will attend short lectures, participate in case discussions, role-play simulations, multi-party negotiations, and face-to-face exercises. You will learn how to bargain successfully, and gain the commitment and cooperation of others which will help you build long-term partnerships and agreements that will create value for your company. This workshop will help you to: • Evaluate and enhance innovative negotiation strategies and tactics of proven and extensively analyzed effectiveness in an open context. • Self-evaluate and improve your personal effectiveness in complex bi- and multilateral negotiations, and compare your performance to that of other negotiators. • Develop the tools needed to analyze negotiation situations effectively creating value in these negotiations. • Gain deeper understanding of the essence of any negotiation process. • Propel your negotiation performance from advanced to expert through your deepened analysis of new and previous negotiation experiences.

Program Content. The program is fronted by Professors Julio Urgel and Enrique Ogliastri, who share an agenda bearing a number of fundamental key topics including: Understanding the core elements of negotiations Being able to detect a common structure in most negotiation processes is a required first step to improve your skills as a negotiator. The importance of package negotiations What difference does it make to negotiate item by item or package by package? How many and what items should be included in a package? Unequal power in negotiations The results of negotiations are not always related to the structural power you bring to the table. How to negotiate when you are in the weakest position? What are the actions that can increase or decrease your negotiation power?

Managing conflict in organizations When is negotiation a good solution for conflict within an organization? What is the role of the boss in a negotiation among subordinates? How can you create a culture of conflict resolution? What role should be assumed by the boss during an intermediation? Using agents and attorneys effectively When is it or is it not advisable to use an agent to negotiate for you? What kind of instructions and monitoring are appropriate for your agent? Is your attorney a good negotiating agent? Dealing with complex negotiations: multilateral and multi-issue How and why does complexity rise in a negotiation when the number of issues to negotiate increases? And when do the numbers of negotiating parties increase beyond two? Synchronization of internal and external negotiations How can you make sure that you achieve the negotiating objectives of your company while keeping everybody happy inside the organization? Who determines internally your negotiating goals? What if you receive conflicting instructions from your bosses? Making competition and cooperation compatible and rewarding Can the distribution of the pie take place in a cooperative manner? Will your interest for others get you a bigger slice of the pie? Should you always get the biggest portion? Negotiation theory and practice: how to distribute and create value What insights does economic game theory provide to negotiators? Can science help) you to perform better? Culture and perceptions: inter-cultural negotiations Culture as a pattern of behavior and decision making in negotiation. How do you become more aware of cultural expectations?



Faculty. ENRIQUE OGLIASTRI. Negotiation Professor • PhD in Organizational Theory, Northwestern University, USA. • Master in Social Psychology, Northwestern University, USA. • M.B.A., IESE, Spain. • Professor at IE Business School and INCAE since 2000. • Visiting Professor at University of Andes (Bogotá), Harvard University, (1980-1984), Toulouse Business School &, University of Nancy (France 1997, 1999), Ajiken (Japan, 1989). • Author of eighteen books, three of them on cross-cultural negotiations. • Consultant on Strategic Planning and Negotiations. JULIO URGEL. Finance and Negotiation Professor • DBA in Business Administration at Harvard Business School, USA • MBA from IESE, Spain. • MSc. Telecommunication Engineering, UPM, Spain. • Independent consultant in corporate finance with emphasis in mergers and acquisitions, 1982 to present. • Independent consultant and mediator in complex negotiations, 1988 to present.

PROGRAM DATES 18, 19, 20 June 2012



LEARNING MODEL These international skill development programs have been designed to push participants beyond simply acquiring new knowledge and skills. They are built around interactive discussions, case studies and teamwork, all of which are intended to expose participants to the frameworks and tools they will need to succeed in an international and competitive business environment. These programs also attract a highly diverse and qualified audience that spans a wide range of business titles and functions. The resulting input of backgrounds and cultures allows participants to learn from different perspectives and techniques, building upon the experience and expertise of one another. In order to continue networking and sharing with fellow participants after their experience in Madrid and at IE, we will launch a virtual online campus which will allow executives to reconnect, recharge and recommit to their strategic and personal development plan.

business school

Executive Education

Skills Track

Skills Track

Agreements are available both for a single individual or group of executives from the same firm who wish to combine two or more programs from any track.


SKILLS TRACK • Finance and Accounting Workshop for Non-Financial Managers.- March / November 2012 • Global Leadership for Women.- March 2012 • Innovative Leadership.- April / November 2012 • Communication Skills and Public Speaking Workshop. May 2012 / November 2012 • Coaching for Results.- June 2012 / October 2012 • Change Management Workshop.- June / November 2012 • Leading Teams.- June / October 2012 • Executive Negotiation Workshop.- June / October 2012 FINANCE TRACK • Corporate Finance.- May / November 2012 • Cross-Borders Mergers & Acquisitions.- June / December 2012 MARKETING TRACK • Service Marketing and Customer Strategy.- May / October 2012 • The Strategy and Tactics of Pricing.- March / November 2012 • Effective Key Account Management.- March / November 2012 • Strategic Brand Management.- May 2012 • Marketing Strategy in Business Markets.- May / November 2012 • Building a Customer-Centric Organization.- June 2012 OPERATIONS TRACK • Global Supply-Chain Management.- March 2012 • Project-Driven Organizations.- April / November 2012 SECTORIAL TRACK • The Emerging Telco & Media Industry.- March 2012 • Effective Management for Security Professionals.- June 2012 GENERAL MANAGEMENT TRACK • High Potential Leaders Program.- May/July 2012 LEARNING THROUGH CONTEXT • China: An Inside View. – 15, 16, 17 and 18 of May 2012

Admission APPLICATION PROCESS Candidates may apply online at or send the application form that accompanies this information by e-mail to: or fax to: +34 91 563 2632.

PROGRAM DATES AND FEES Finance and Accounting Workshop for Non-Financial Managers Program Dates: 21, 22 and 23 of March 2012 Fee: 3.800 € Global Leadership for Women Program Dates: 26, 27 and 28 of March 2012 Fee: 3.900 € Innovative Leadership Program Dates: 18, 19 and 20 of April 2012 Fee: 4.300 € Communication Skills and Public Speaking Workshop Program Dates: 7, 8 and 9 of May 2012 Fee: 3.800 € Coaching for Results Program Dates: 4, 5 and 6 of June 2012 Fee: 3.900 €

business school

Executive Education

María de Molina, 27 28006 Madrid. Spain. EU

Change Management Workshop Program Dates: 18, 19 and 20 of June 2012 Fee: 3.800 € Leading Teams Program Dates: 18, 19 and 20 of June 2012 Fee: 3800 € Executive Negotiation Workshop Program Dates: 18, 19 and 20 of June 2012 Fee: 4700 €

Tel.: (+34) 91 568 97 64 Fax: (+34) 91 563 26 32

FOR FURTHER INFORMATION, please contact: Melissa Rodríguez Stam International Executive Programs Managers María de Molina 27 Madrid 28006 - Spain Tel.: +34 91 568 97 64 Fax: +34 91 563 26 32

Skill 2012  
Skill 2012  

Programa habilidades