Negotiation – An essential skill for executives

When: 21 January 2017

Where: USI EMBA

Keynote Speaker: Kandarp Mehta

Event Description

This session looks at the fundamental elements of the negotiation skill of an executive.

For an executive negotiation is not a choice, it’s a necessity. As a result it’s essential for a manager to work on his/her negotiation skill. In this session, through a practical simulation we will try to understand some of the most important aspects of negotiation skill of a manager. Negotiations involve a dual pressure for an executive. On one hand the executive is under pressure to compete and create maximum value, on the other hand the executive wants to collaborate and establish a relationship. Quite often negotiations involve not only opportunities for creation of value but also a resolution of a conflict or a deadlock. This session will address this competitive-collaborative pressure that each manager faces.

The session will provide practical tools and tips that managers can use in their day-to-day negotiations and become more effective.

AGENDA

9.45 – 10.00:     Registration and Welcome

10.15 – 10.30:   Event presentation Prof. Gianluca Colombo

10.30 – 10.50:   Negotiation : The Competitive – Collaborative tension in negotiation

10.50 – 11.10:   Negotiation Exercise; where participants will prepare and participate in a quick negotiation exercise.

11.10 – 11.40:   Negotiation Principles and Negotiation Process

11.40 – 11.50:   Factors that make a good negotiator, a great negotiator

11.50 – 12.00:   Conclusions

12:00 – 12:45:   Standing Lunch

*The event will be held in English.

Come join us Saturday 21st January at USI 

Limited places, book now at emba@usi.ch

Kandarp Mehta BIO

Kandarp Mehta is a PhD from IESE Business School, Barcelona.

He has been with the Entrepreneurship Department at IESE since October 2009.

His research has focused on creativity in organizations and negotiations. He frequently works as consultant with startups on issues related to Innovation and Creativity. His doctoral thesis was about the process of creativity in the context of motion picture industry.

He has conducted several Negotiation and Creativity Workshops for corporate executives and management students in Europe, USA and India. Before coming to Spain, he was at ICFAI Business School in India where he taught Corporate Finance. He is also actively involved with Creative Industries.

Micro-sharing (also known as Project-Aqua) won the StartCup Ticino 2016, the initiative promoted by the Center Start-Up Promotion (CP Start-Up of USI) with the support of the Department of Finance and Economy (DFE) and the BSI, which rewards entrepreneurial ideas and the most innovative and promising projects designed in the Italian Switzerland.

Micro-Sharing Project-Aqua has been selected among 865 other startups from around the world to participate in a prestigious Swiss accelerator of innovation.

During the event the finalists presented their project which was voted through an electronic voting system during the evening by the pubblic in Aula Magna.

The event was attended as guest of honor, Benjamin Simon, CEO and Co-Founder of Ectica Technologies AG, a spin-off company of ETH Zurich Ahead of the other four finalists of the competition.

The winner took home two prices: a check for 50 000 chf and USI Executive MBA Scolarship of 45 000 chf.

The novelty of StartCup Ticino 2016, now in its third edition, is that all finalists received a prize. In fact, the second place went Skypull a check for 30,000 francs, the third (Liberty) 20,000 francs, and the fourth and fifth place (SkyWhere and SmartCuff, resp.) 10,000 francs each.

Thanks to the Start-Up CP collaboration with Swiss Startup Invest (formerly CTI Invest) and the Swiss Economic Forum, the five finalists were able to present their projects to potential investors in the Swiss Venture Day Ticino, held in the auditorium of the campus USI on 1st December.

Furthermore, as happened in the first two editions, the five finalists will be automatically admitted to the final of the Swiss Economic Award, the prestigious competition that rewards the best start-ups emerging on the national level, without having to switch the phase of pre-selections.

The winning project

Micro-Sharing Project-Aqua www.project-aqua.ch

Project-Aqua is a project linked to the concept of Micro-Sharing, aimed at helping disadvantaged people around the world through micro-sharing products and services. In the pilot phase of the project, carried out in collaboration with Migros Ticino, buying a bottle of “Gazusa Nostrana” with Project Aqua-brand it has been able to guarantee – with the support of the Helvetas Swiss camp – the supply of drinking water for an entire village 330 people in Mali for a period of four years.

Congrats to Paolo Del Ponte and Marco Righetti, Micro- sharing pirate & Micro Sharing Dreamer, for the best future!

Executive MBA is hosting Cristiano Gellera Senior Advisor of the Monitor-Deloitte’s Consumer Product, Fashion & Luxury practice.

After the interesting testimonial, EMBA Directors will meet potential candidates.

SCHEDULE:
6:15pm to 7:15pm

The interim management value proposition

Event Details:

This presentation will show how a range of organizational gaps or imperatives can drive the need for a temporary manager within a company.

When temporary managers were asked to specify the “primary driver” for their client is hiring them for their most recent assignment, the two most common reasons were change management (32%) and crisis management (15%).

Other factors driving more than 10% of assignments were skills gaps (15%) and the need to implement a major initiative (13%). The most traditional or “obvious” reason for engaging interim managers – a temporary absence, or slow permanent recruitment – were not so important as the main reason for the engagement

CRISTIANO GELLERA with more than 16 years of experience in Advisory or in Executive Roles (C level) with specific focus on General Management, Strategy & Operations.

Senior Advisor of the Monitor-Deloitte’s Consumer Product, Fashion & Luxury practice (EMEA market) in charge to work collaboratively with clients to link strategic vision with flawless execution to achieve tangible, long term value across Strategy, Operations, M&A and Finance.

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EMBA DIRECTORS meet future students

7:15pm to 7:45pm

Event Details:

Candidates are invited to meet the Directors of the Executive MBA, EMBA Alumni and EMBA Team. This is an opportunity to learn about our Master Program, to find out details about application process and all the possibilities offered from scholarship to financial aid support.

When: Thursday 15 December 2016

Where: Executive Center, Università della Svizzera italiana, USI Main Building, Via G. Buffi 13, 6900 Lugano

When: 15, 16,17 & 18 December 2016
Where: USI, Executive Center, Via Giuseppe Buffi 13,6900 Lugano

The session is divided into two courses

Course: Strategy

Professor Erik Larsen

Professor of Management

Course Description and goals

This course focuses mainly on business strategy, examining issues central to its long and short-term competitive position. We will explore a variety of conceptual frameworks and models to analyse and gain insight about how to achieve or sustain competitive advantage.

The journey starts by analysing the external environments influence on a firm’s performance and subsequently analysing the impact of the internal context (resources and capabilities) on firm performance.

After covering both the external and internal perspectives, we bring these concepts together to discuss firm level competitive advantage.

The first part of the course focuses on single business or business unit strategy while the second part of the course explore corporate

Course: Finance

Professor François Degeorge & Professor Eric Nowak

Professor François Degeorge
Professor of Finance

Prof Eric Nowak
Curriculum
Full Professor of Financial Management and Accounting at USI since 2003, Eric Nowak studied at the Universities of St Gallen and Bocconi in Milan and completed his PhD at the University of St Gallen in 1997 after a research period at the University of Chicago with a fellowship of the National Science Foundation.

Subsequently, he was assistant professor of finance at Goethe University Frankfurt, where he received his venia legendi in 2002. Eric Nowak was visiting professor at the Universities of Hohenheim, COPPEAD Rio de Janeiro, CEIBS Shanghai, and Witten/Herdecke, a fellow of the Center for Financial Studies (CFS), and an affiliate member of the Swiss Finance Institute (SFI).

He has published in the top journals of fields as diverse as finance, entrepreneurship, and business history, among them the Journal of Finance,the Journal of Business Venturing, and Business History.

He was the national coordinator for the European Research Network ‘Regional Comparative Advantage and Knowledge Based Entrepreneurship’. During his sabbatical academic year 2010-11 he was the Rock Center for Corporate Governance Visiting Scholar at Stanford University.

Course Description and goals

This course teaches the logic underlying the firm’s financial decisions: investment, financing, and payout policies. The main themes will be:

• What is corporate finance?
• The concept of value
• The discounted cash-flow (DCF) method in theory and practice
• Capital budgeting decisions
• Market efficiency and financial policy
• Financial structure and the Modigliani-Miller theorem
• Payout policies: dividends and share repurchases.
  You can easily register by sending an e-mail at emba@usi.ch

Our Executive MBA is hosting Anna Maria Rugarli, Director Sustainability and Corporate Social Responsibility at VF International, after her interesting testimonial we will have Open Day with our master’s co-director Prof.Colombo.

SCHEDULE:
6pm to 7pm

Making Sustainability Happen @ VF

Event Details:

This presentation will give an overview of VF Corporation’s business and explain how the Sustainability & Responsibility (S&R) strategy is integrated at its core. We will go through some real-life examples of the benefits that S&R brings to the business with a specific focus on the programs carried out in the region Europe, Middle East & Africa (EMEA).

Anna Maria Rugarli is Director Sustainability and Corporate Social Responsibility at VF for EMEA region. She is responsible for developing and implementing the Sustainability and CSR corporate strategy in the Region.

She joined VF in December 2010 and holds a strong track record of successfully creating Sustainability and Corporate Social Responsibility programs at Nike, a global leader in the field, where she worked for 11 years holding a variety of positions within the Sustainable Innovation team.

In July 2015, Anna Maria has been appointed as President of the European Outdoor Conservation Association (EOCA) whose mission is to support valuable conservation work by raising funds from within the European Outdoor sector and promoting care and respect for wild places.

OPEN DAY
7pm to 7.30pm
Prof. Gianluca Colombo
Professor of Entrepreneurship and Management at USI USI EMBA Director

Prof. Laura Zoni
Professor of Accounting

Event Details:
you are invited to meet our Director of the Master and EMBA Team. This is an opportunity to learn about our Master Program, to find out details about application process and all the possibilities offered from scholarship to financial aid support.

7.30 pm to 8.30pm
Networking Aperitif

After a presentation of the program, the EMBA Director and Alumni will be available for personal consultations to help answer any questions you may have.

When: Thursday 10 November 2016

Where: Executive Center, Università della Svizzera italiana, Main Building, Via G. Buffi 13, 6900 Lugano

Global Business Knowledge At Your Fingertips

USI EMBA is a part-time, 18-month Executive Master in Business Administration designed to form 360-degree management professionals with a strong Swiss and international network. USI EMBA integrates frontier, global business knowledge taught by internationally recognized management scholars, with a specific focus on the individual needs and objectives of each student.

For further information feel free to contact us

Limited places, book now at emba@usi.ch

USI EMBA Graduation Ceremony 2016

When: 8 October 2016

Where: USI EMBA

Keynote Speaker: Dr. Gianemilio Osculati

Gianemilio Osculati BIO

Mr. Gianemilio Osculati is Head-Wealth Management Operations at Intesa Sanpaolo SpA, a Member at Ordine dei Farmacisti delle Milano, Lodi, Monza e Brianza, Chairman at Intesa Sanpaolo Assicura SpA, Chairman & Chief Executive Officer at Eurizonvita SpA, Deputy Director at Intesa Sanpaolo Previdenza Societe di Intermediazione and a Member of Ragioneria Generale dello Stato.

He is on the Board of Directors at Italmobiliare SpA and Ariston Thermo SpA. Mr. Osculati was previously employed as an Independent Director by Société Générale SA, a Managing Director by McKinsey & Co., Inc. (Italy), Chief Executive Officer by Banca d’Italia, Chief Executive Officer by Bank of America, NA (Milan Branch), an Independent Director by Gas Plus SpA, a Managing Director by Intesa Sanpaolo Vita SpA, Chairman & Owner by Osculati & Partners SpA, and Chairman by Valore SpA.

He also served on the board at Banca Fideuram SpA, Gas Plus, Inc., Intesa Sanpaolo Life Ltd., Miroglio SpA and MTS Group (Italy).

He received his undergraduate degree from the University of Bocconi and an MBA from Indiana University.

What do CEOs expect from their managers?

In today’s business environment, where the achievement of results is often only a premise for a good individual assessment, what do CEOs expect from their managers?

Gianemilio Osculati, founder of Osculati & Partners SpA, will be focusing on that topic in the Executive MBA Graduation’s speech.

The Graduation Ceremony is open to the public and will take place at 4:30 pm on Saturday 8^th October 2016 at USI Auditorium (Lugano Campus).

Dr. Osculati will share his managerial experience to the EMBA graduates, candidates and the audience.

AGENDA

16:30 – 16:45 introductory remarks: Prof. Patrick Gagliardini, Dean, Faculty of Economics

16:45 – 17:15 Keynote Speaker: Dr. Gianemilio Osculati

17:15 – 17:30 Conferring of Diplomas

17:30 – 18:00 Class Address: EMBA5 Class Representatives

18:00 – 18:05 USI EMBA Teaching Awards

18:05 – 18:20 USI EMBA CLUB / EMBA Alumni Representatives

18:20 – 18:30 Closing remarks

Prof. Gianluca Colombo, EMBA Co-Director

Prof. Gianluca Carnabuci, EMBA Co-Director

18:30 APERITIF @USI Executive Center

The ceremony will be held in English.