Negotiations Workshop – Cohort 11

Dave Rothfeld - Executive in Residence for Stetson University

Dave Rothfeld – Executive in Residence for Stetson University


Cohort 11 participated in an all-day Negotiations workshop delivered by Dave Rothfeld, Executive in Residence for Stetson University.  During the negotiating session, students were instructed that virtually anything in the business world can be negotiated as long as the negotiator knows exactly what they are trying to accomplish in advance.

The cohort discussed common trends when negotiating professional agreements, salary increases, and extending job offers. Proven negotiation tools and techniques were shared and then modeled group exercises were conducted to practice the application of effective use in future encounters.

The executive students also learned the significance of non-verbal clues and their importance in any negotiating situation, and in fact that sometimes this communication is more impactful than what is actually being communicated verbally when negotiating.

The facilitator, Dave Rothfeld, stressed the importance of both parties in a negotiation walking away with the feeling that they have “won”.  Being creative and flexible is key. Innovative ideas were discussed in how to assist in the process.  The significance of such could result in a continued partnership, references, and an overall level of satisfaction by all involved.  This is the POWER of NEGOTIATING!

Cohort 11 - Negotiations

Cohort 11 – Negotiations

 The workshop concluded by the student teams working through “real” business scenarios and practicing their negotiation learnings.  Many commented that their confidence grew in handling delicate conversation and by their willingness to be open and flexible, sometimes even agreeing with their negotiator, to ensure that the negotiation worked out in their favor.

After successfully facilitating the workshop, Dave stated “In my 20 years of addressing MBA students at a number of universities, I must say that I enjoyed the enthusiasm and participation of Cohort 11 EMBA at Stetson University the most. Everyone was engaged and truly appreciative of the real-world approach to negotiating that I was able to present. I look forward to a future opportunity to address this group of committed executives.”


Executive MBA student salaries continue to rise, according to council research

Originally published by the Executive MBA Council in its quarterly newsletter:

Recent graduates of Executive MBA Programs who participated in the Executive MBA Council 2010 Student Exit Benchmarking Survey reported increases in their salary and bonus packages from the start to the end of their programs. In 2010, the average salary and bonus amounts of students in the survey rose 11.4 percent from the start to end of the program, compared to 9.4 percent in 2009. Students’ average salary and bonus package at the start of their EMBA Programs was $127,955, increasing to $142,534 by the end of the program.

The Executive MBA Council conducts the Student Exit Benchmarking Survey to track the perceptions and opinions of EMBA Program graduates and to help measure the return on investment of the degree. The survey included 3,674 students from 116 programs. In addition, 37 percent of students in the survey reported receiving promotions, and 68 percent reported receiving new responsibilities during their time in the program.

“Executive MBA students continue to do well in this challenging economy,” says Michael Desiderio, executive director of the EMBA Council. “Survey data shows the return on investment for EMBA students remains significant.”

Graduates in the survey remain loyal supporters of the EMBA experience. The survey’s loyalty index helps demonstrate participating students’ satisfaction with their program. The loyalty index is a combination of students’ rankings of program quality (8.4 on a 10-point scale), students’ willingness to recommend their program to a colleague or friend (8.8), and the likelihood of supporting the program as alumni (8.2).

“The loyalty index shows that EMBA students continue to be satisfied with their programs and educational experience,” says Desiderio. “It also shows that alumni are willing to stay involved with programs.”