Winning Strategies for Emerging and Developed Markets
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Global markets, including emerging and developed, present unique opportunities for growth, innovation, and competitive advantage. Navigating these opportunities, however, requires a sophisticated understanding of business environments increasingly shaped by geopolitical tensions, trending deglobalization, frequent supply chain disruptions, and rapid digitalization. Today’s leaders, whether their organization is expanding from developed to emerging markets and/or from emerging markets to developed, need a multifaceted toolkit to effectively navigate these complexities to capitalize on unrealized opportunities.
This immersive program provides a deep dive at the intersection of emerging and developed markets. You will gain cutting-edge insights and tactics to assess and mitigate risks, identify and harness key opportunities, and develop actionable strategies for value creation that are adaptable to both global trends and local nuances. This intentional balance empowers you and your organization to maximize the potential of your enterprise across diverse business landscapes.
The Duke ROI
Strategically Navigate Global Markets
ROI: Develop a deep understanding of the interplay between local and global market forces. This program equips you with the analytical tools necessary to navigate and adapt to geopolitical considerations and economic variances, ensuring successful strategy development and implementation.
Enhance Risk Identification and Mitigation
ROI: Apply an adaptive framework for recognizing and managing geopolitical and economic risks in any market—enhancing your organization’s strategic resilience and agility.
Optimize Market Entry and Expansion
ROI: Deploy growth strategies for identifying, evaluating, and capitalizing on untapped opportunities, whether entering emerging markets from developed economies or penetrating developed markets from emerging bases.
Key Takeaways
- Global Expansion with Local Adaptation: Develop strategic frameworks for entering both global and emerging markets, adjusting business models to meet local regulatory, infrastructural, and cultural challenges, ensuring relevance across diverse regions.
- Efficient Resource Allocation Across Markets: Learn how to optimize resource allocation by centralizing core functions globally while providing the flexibility needed to adapt to the unique conditions of emerging markets, maximizing efficiency and local effectiveness.
- Navigating Complex Supply Chains in Global and Emerging Markets: Master strategies to manage global supply chains that can adapt to the varying logistical challenges of established and emerging markets, ensuring resilience and operational continuity.
- Ensuring Compliance Across Global and Emerging Markets: Understand how to develop strategies that navigate the complex regulatory landscapes in both global and emerging markets, maintaining compliance while supporting growth.
- Driving Innovation from Global and Emerging Markets: Learn how to leverage market-specific insights to drive innovation, using the distinct conditions and needs of both global and emerging markets to create solutions that can scale internationally.
- Building Competitive Advantage in Global and Emerging Markets: Gain actionable strategies to create competitive advantages by leveraging local expertise, adapting operations, and maintaining global consistency, ensuring long-term success in both established and emerging markets.
Who Should Attend?
This program is designed for emerging and advanced executives, managers, and leaders responsible for business strategy and execution. Ideal participants include:
- Senior Executives and Business Leaders responsible for growth strategy and execution.
- Professionals in multinational corporations leading efforts to expand into emerging markets and/or developed economies.
- Entrepreneurs and investors pursuing opportunities at the intersection of emerging and developed economies.
- Executives in sectors with significant emerging market potential or those seeking access to developed markets.
More About Duke's Global Business Strategy Program
Join us for an immersive three-day experience in global business strategy held on-site. Our program is meticulously designed to provide you with a blend of interactive lectures, discussion, and case studies tailored to the complexities of international markets.
Each session is led by expert faculty, who bring a wealth of insights and experience in global market analysis, risk management, and strategic adaptation. Prepare to transform your approach to international business strategy with guidance from leading experts in the field.
To fully participate in the program, participants are required to bring a laptop to each session.
All program sessions will be held at the Thomas Executive Conference Center, a premiere destination conveniently located on the Duke Campus and adjacent to the Fuqua School of Business.
Lodging, dinner on arrival the evening prior to the program as well as Day 1 and Day 2, and daily breakfast and lunch on Days 1, 2, and 3 are included in the registration fee. Snacks are also provided throughout the program day.
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Program Location and Accommodations
During your time at Duke, you’ll learn in the Thomas Executive Conference Center adjoined to The Fuqua School of Business. For those that need accommodation, you will be lodged at one of our select campus or campus-adjacent hotels based on availability.
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Contact Details
Duke Executive Education
100 Fuqua Drive
Durham, NC 27708-0120 USA
Office Hours
Monday - Friday
8:30 am - 5:00 pm
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Executive Insights
Discover thought-provoking insights and actionable strategies to enhance your leadership.
Curriculum
The curriculum is designed to facilitate the development and execution of global business strategy with a special focus on emerging markets. You will engage with advanced strategic frameworks that enable you to understand and navigate the complex dynamics of international markets. Through detailed analysis and interactive sessions, you will gain the tools needed to assess and leverage global opportunities and return to your organization equipped to influence and drive strategic decisions effectively.
Understanding Global Market Dynamics: Gain a comprehensive overview of the global business landscape, focusing on the critical drivers of change in developed and emerging markets.
Strategic Frameworks for Global Expansion: In-depth exploration of key strategic frameworks that guide successful market entry and expansion, illustrated with case studies from around the world.
Leadership in a Volatile and Uncertain World: Develop leadership strategies that enhance resilience and agility, preparing you to lead effectively in challenging global environments.
Innovating on a Global Scale: Learn how to leverage digital technologies and innovative strategies to drive business growth and maintain a competitive edge in fast-evolving markets.
Executing Global Strategy: Master the best practices for implementing and managing strategic initiatives across borders, with a focus on aligning multinational teams and stakeholders.
Cultivating a Global Mindset: Foster an organizational culture that embraces global thinking and adaptability, crucial for sustaining long-term growth in diverse environments.
In order to lead global business strategy, upon completing this program you will be positioned to:
- Assess the risks associated with entering and operating in emerging markets and form mitigation strategies.
- Evaluate and select optimal market entry and expansion strategies for international markets, considering local regulations, cultural nuances, and competitive landscapes.
- Harness local innovation in driving business growth and sustainability.
- Draw on global leadership skills emphasizing adaptability, cultural intelligence, and strategic decision making.
Program Schedule
Day 1
9:00 – 10:30 a.m.
Effective Business Strategies for Success in Emerging Markets
10:30 – 10:50 a.m.
Break
10:50 a.m. – 12:30 p.m.
Creating Synergies Through Strategic Partnerships
12:30 – 1:30 p.m.
Lunch
1:30 – 3:00 p.m.
Case - Scaling a Healthcare Startup: Strategies for Growth and Success
3:00 – 3:20 p.m.
Break
3:20 – 5:00 p.m.
Case - Private Equity Investments in Healthcare: Opportunities and Challenges
Day 2
9:00 – 10:30 a.m.
Value Creation and Value Capture Within Supply Chains
10:30 – 10:50 a.m.
Break
10:50 a.m. – 12:30 p.m.
Global Expansion: Strategies for Entering and Thriving in International Markets
12:30 – 1:30 p.m.
Lunch
1:30 – 3:00 p.m.
Conducting Business in High-Risk Environments: Strategies and Best Practices
3:00 – 3:20 p.m.
Break
3:20 - 5:00 p.m.
Understanding Corporate Structure in Emerging Markets: Foundations and Frameworks
Day 3
9:00 – 10:30 a.m.
Non-Market Strategy and Stakeholder Analysis
10:30 – 10:50 p.m.
Break
10:50 – 12:30 p.m.
Understanding and Combating Corruption: Strategies for Ethical Governance + Program Close
12:30 – 1:30 p.m.
Lunch
Faculty
Dr. Sharon Belenzon
Belenzon is the Fundación Damm Distinguished Professor of Business Administration in the Strategy area at the Fuqua School of Business at Duke University and a Research Associate at the National Bureau of Economic Research (NBER). His research focuses on the role of businesses in advancing scientific knowledge and technological innovation. Specifically, he explores why American corporations participate in scientific research and why their involvement has been declining over the past four decades. This decline reflects deeper shifts in the global innovation ecosystem, where the traditional role of corporate labs is diminishing, and universities and startups are becoming key drivers of research. These changes have significant implications not only for corporate strategy and economic policy but also for international competitiveness. Globally, as U.S. firms reduce in-house research, they may become more dependent on acquisitions of innovative startups or partnerships with universities, which could alter the dynamics of international competition. Emerging markets with different innovation structures may either exploit this gap by developing more agile research ecosystems or face challenges in catching up with established global leaders. For U.S. firms, these shifts may necessitate a stronger focus on collaboration across borders and the need to source innovations from diverse ecosystems, including emerging markets. For economic policy, the increasing specialization in university and startup-led research presents challenges in commercializing innovations effectively, particularly on a global scale. Nations that can manage this tradeoff between specialization and commercialization will likely gain a competitive advantage. However, the inability to bring cutting-edge research to market efficiently could slow economic growth and weaken the competitive positioning of firms in the global marketplace, especially in sectors where speed and agility are critical.
In separate work, Belenzon investigates the relationship between organizational structure and corporate strategy in both developed and emerging markets. His research highlights how firms in different regions adapt their organizational models to optimize economic outcomes, with varying implications for their global competitive standing. The strategies that work in the U.S. or Europe may not be directly transferable to firms in emerging economies, where innovation systems, regulatory environments, and corporate governance structures differ significantly. His research has been published in top academic journals, such as Management Science, Strategic Management Journal, American Economic Review, Review of Economics and Statistics, Economic Journal, Research Policy, and Journal of Law and Economics. He received his PhD from the London School of Economics and Political Science and completed post-doctoral work at the University of Oxford, Nuffield College. He was the 2007 recipient of the Kauffman Foundation post-doctoral fellowship at the NBER. He also holds MA and BA degrees in Economics from Tel Aviv University, Israel. Belenzon has served as an Associate Editor for Management Science since January 2016 and for Strategic Management Journal since July 2016.
Dr. Ashish Arora
Ashish Arora is the Senior Associate Dean for Strategy and Rex D. Adams Professor of Business Administration at the Fuqua School of Business at Duke University.
His research focuses on the economics of technology and technical change. Arora's research has included the study of technology intensive industries such as software, biotechnology and chemicals, the economics of information security, and the role of patents and licensing in promoting technology startups. He has studied the rise of the software industry and the pharmaceutical industry in emerging economies. His current research focuses on the management of intellectual property and licensing in corporations, and innovation based entrepreneurship.
Arora has taught a variety of courses, including Economics of Information Security and Risk Management. He currently teaches Entrepreneurial Strategy for Innovation Based Ventures, and Emerging Markets Strategy.
He serves as departmental editor, Management Science, served as an editor of Research Policy between 2008 - 2014, and is on the editorial board of Strategic Management Journal, Research Policy, Industrial and Corporate Change, Information Economics and Policy, Journal of Evolutionary Economics. In the past, he has served on advisory panels to the Secretary of Commerce, the National Academy of Sciences, and The Association for Computing Machinery.
He has consulted to the Chemical Manufacturing Association, National Science Foundation, Chemical Heritage Foundation, Intellectual Ventures, UK Intellectual Property Office, the Brattle Group, Intel Capital and Tata Consultancy Services, and to startups including SCA Technologies, Upswing (advisory board), Wunderbar Kids (advisory board).
Arora received his Ph.D. in Economics from Stanford University in 1992, and was on the faculty at the Heinz School, Carnegie Mellon University, where he held the H. John Heinz Professorship, till 2009. He has served as a visiting professor at Scuola Santa Anna, Pisa, Bocconi University, Milan, and Indian School of Business, Hyderabad.
How to Register
For more information about how to register, please see our detailed instructions.
Frequently Asked Questions
For additional information about our Executive Education programming, please visit our FAQ page.
Build — Activate — Execute
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To stay competitive in today’s business environment, it’s not enough to have an edge. You need to become the edge. Continual change is the new norm, and your organization must learn to adapt continuously in order to thrive—leveraging new technologies and innovations to improve efficiency and value creation while making communication and collaboration seamless.
The Leading Dynamic Organizational Transformation program equips executives with the insights, tools, and strategies needed to navigate and drive transformational change within their organizations.
Drive Change by Leveraging a Transformation Canvas
Central to this program is Professor O'Driscoll's innovative Transformation Canvas, a comprehensive framework designed to guide leaders through the complexities of organizational change. Over the course of the three-day immersive program, you will develop a Transformation Canvas unique to your organization’s challenges. And by the program’s conclusion, you will be ready to return to organization and drive the change you envision. Here is what you and your organization can expect to gain:
1. Strategic Clarity, Alignment, and Improved Decision-Making
- ROI: The Transformation Canvas helps organizations achieve a clear and unified understanding of their strategic goals, ensuring all stakeholders are aligned and working towards the same objectives while enabling data-driven decisions.
2. Enhanced Agility, Adaptability, and Strategic Resource Allocation
- ROI: The framework fosters a culture of agility, enabling organizations to swiftly respond to changes in the market and environment. Additionally, it provides a structured approach to identify and prioritize initiatives that deliver the most value.
3. Increased Innovation and Creativity with a Customer-Centered Focus
- ROI: The framework encourages exploration of new ideas and innovative solutions, driving continuous improvement while staying focused on delivering value to customers.
4. Strengthened and Accelerated Organizational Culture
- ROI: Using the Transformation Canvas promotes a culture of collaboration, transparency, and accountability while streamlining the execution of strategic initiatives by providing clear action plans and timelines.
5. Long-Term Sustainability with Measurable Outcomes
- ROI: The framework supports the development of sustainable business models that can withstand future challenges, utilizing clear metrics and KPIs to track progress and measure success.
Lead Innovation With Personalized Guidance From Faculty
Throughout the program, Professor O'Driscoll offers personalized guidance and feedback. His approachable teaching style and willingness to engage with participants ensure that everyone receives individual attention and support tailored to their specific needs and goals.
Industry Expertise and Thought Leadership: A recognized expert in the fields of organizational transformation and digital innovation, Dr. O'Driscoll brings decades of experience in academia and industry, and a wealth of knowledge and real-world insights. His groundbreaking Transformation Canvas has been widely recognized as a powerful tool for guiding organizations through complex change initiatives.
Proven Transformation Track Record: Professor O'Driscoll has helped a wide range of organizations achieve successful transformations. His work with leading global companies and institutions has consistently delivered measurable improvements in performance, innovation, and adaptability. Participants in this program will benefit from his extensive experience and examples of transformation in action.
Cutting-Edge Content: The program is built around the latest research and best practices in organizational transformation. The curriculum is updated to reflect the most current trends and insights, ensuring that participants receive the most necessary and relevant information available.
Who Should Attend?
This program is designed for emerging and advanced executives, managers, and leaders responsible for driving change and transformation within their organizations.
More About Duke's Organizational Transformation Program
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This immersive program combines interactive lectures, hands-on workshops, case studies, and group discussions to provide a rich learning experience. Participants will have the opportunity to apply the Transformation Canvas to their own organizational challenges and develop actionable strategies for implementation.
To fully participate in the program, participants are required to bring a laptop to each session.
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All program sessions will be held at the Thomas Executive Conference Center located on the Duke Campus.
Lodging, dinner on arrival the evening prior to the program as well as Day 1 and Day 2, and daily breakfast and lunch on Days 1, 2, and 3 are included in the registration fee. Snacks are also provided throughout the program day.
Establishing the Context for Dynamic Organizational Transformation: Overview of your current business landscape and the imperative for transformation, focusing on the key drivers of change and their impact on the organization.
The Transformation Canvas: In-depth exploration and detailed construction of the Transformation Canvas framework with case studies and practical example to illustrate its application.
Leading in a VUCA World: Leadership strategies for volatile, uncertain, complex, and ambiguous environments that help develop resilience and agility as a leader.
Applying Technology and Innovation: Leveraging digital technologies to drive transformation with innovation strategies to stay ahead of the competition.
Change Management and Execution: Best practices for managing and executing transformational change by engaging and aligning stakeholders throughout the transformation journey.
Fostering a Transformational Culture: Building a culture that supports continuous improvement and adaptability through collaboration, creativity, and innovation within teams.
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Program Location and Accommodations
During your time at Duke, you’ll learn in the Thomas Executive Conference Center adjoined to The Fuqua School of Business. For those that need accommodation, you will be lodged at one of our select campus or campus-adjacent hotels based on availability.
JB Duke Hotel
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Contact Details
Duke Executive Education
100 Fuqua Drive
Durham, NC 27708-0120 USA
Office Hours
Monday - Friday
8:30 am - 5:00 pm
Program Schedule
Day 1
9:00 – 10:30 a.m.
Introducing the Transformation Canvas
10:30 – 10:50 a.m.
Break
10:50 a.m. – 12:30 p.m.
Framing the Transformation Context
12:30 – 1:30 p.m.
Lunch
1:30 – 3:00 p.m.
Identifying the Transformation Objective
3:00 – 3:20 p.m.
Break
3:20 – 5:00 p.m.
Accessing Transformation Capabilities
Day 2
9:00 – 10:30 a.m.
Activating the Transformation Lifecycle
10:30 – 10:50 a.m.
Break
10:50 a.m. – 12:30 p.m.
Inspiring Your People
12:30 – 1:30 p.m.
Lunch
1:30 – 3:00 p.m.
Mobilizing for Change
3:00 – 3:20 p.m.
Break
3:20 - 5:00 p.m.
Completing the Transformation Trajectory Touchstones
Day 3
9:00 – 10:30 a.m.
Enabling Perpetual Transformation
10:30 – 10:50 p.m.
Break
10:50 – 12:30 p.m.
Leading People Centered Transformation + Program Close
12:30 – 1:30 p.m.
Lunch
Faculty
Dr. Tony O'Driscoll
Dr. O’Driscoll’s current appointments as Adjunct Professor at Duke University’s Fuqua School of Business and the Pratt School of Engineering afford him the unique opportunity to apply cutting-edge academic research to address increasingly complex business challenges. His current research and practice examines how rapidly emerging technologies are disrupting existing industry structures and business models. He specifically focuses on how to develop leadership systems that enable organizations to adapt and evolve in increasingly unpredictable and turbulent business environments.
During his 18-year corporate career, Dr. O’Driscoll held several strategic leadership positions. At IBM, he was a founding member of IBM Global Service’s Strategy and Change consulting practice where he consulted at the highest level with business executives on creating competitive advantage in increasingly complex environments. He also served as a member of IBM’s Almaden Services Research Group where he investigated the changing roles of leadership, innovation, and collaboration as enterprises become more global, virtual, open and digitally mediated. At both IBM and Nortel Networks, Dr. O’Driscoll had strategic responsibility for crafting and implementing enterprise-level learning, transformation, and human performance improvement strategies.
Dr. O’Driscoll has been a keynote speaker, workshop leader, moderator, speaker and panelist at over 130 national and international conferences. He has also provided expert analysis and interviews to media outlets such as The Wall Street Journal, Business Week, Wired Magazine, The Financial Times, India Today, Chief Learning Officer Magazine, Training Magazine and for industry analysts such as Gartner and Forrester.
Dr. O’Driscoll has authored and co-authored articles for business periodicals such as Harvard Business Review, The Financial Times, and Strategy and Business and writes a column for Training Magazine. He has also published three books on Learning and Organization Performance: Learning in 3D: Adding a New Dimension to Enterprise Learning and Collaboration; Achieving Desired Business Performance; and Everyday Superheroes: How You Can Inspire Everyone and Create Real Change at Work.
Along with his teaching, research and formal speaking engagements, Dr. O’Driscoll maintains an active consulting practice. His client list includes Fortune 500 companies across a broad range of industries including High-Technology, Banking, Biotechnology, Software Development, Gaming, Energy, Retail and Professional Services.
How to Register
For more information about how to register, please see our detailed instructions.
Frequently Asked Questions
For additional information about our Executive Education programming, please visit our FAQ page.
Elevate Your Influence With Duke Business Communication Training
In the dynamic landscape of modern leadership, the ability to clearly convey ideas, engage stakeholders, and drive organizational change is not just an asset; it's a necessity. Whether you’re looking to amplify your voice, ensure your messages resonate, or propel your ideas forward, our Strategic Business Communication program equips you with the strategic communication training needed to make a meaningful impact.
Join us for an immersive three-day communication skills training at the JB Duke Hotel and Conference Center, where you will learn from world-renowned faculty, participate in real-world simulations, and network with fellow leaders. Our curriculum blends cutting-edge research insights with practical, actionable strategies to enhance your ability to influence and inspire action across any context.
Step into your role as a transformative leader—master the art of strategic communication and see your ideas gain the momentum they deserve. Register today and prepare to change not only how you communicate, but how effectively you can lead and influence the world around you.
Key Reasons for Pursuing Communication Skills Training
Companies and individuals often seek communication skills training for a variety of compelling reasons, each aimed at enhancing effectiveness in personal interactions and professional engagements. Here are some of the key reasons:
Improving Leadership Abilities: Effective communication is fundamental for leaders. Duke's strategic communication program helps leaders to clearly articulate visions, strategies, and expectations to diverse stakeholders, enhancing their ability to lead and inspire teams.
Enhancing Team Collaboration: Good communication skills are crucial for fostering teamwork and collaboration. Our strategic business communication course can help individuals understand and be understood by their colleagues better, leading to more productive and cohesive teams.
Facilitating Change Management: During periods of change, clear communication is vital. Communication training assists leaders and employees in effectively conveying and accepting changes within the organization, which can ease transitions and reduce resistance.
Boosting Persuasive Power: Whether it's negotiating deals, selling products, or pitching ideas, persuasive communication can significantly impact outcomes. Training sharpens these skills, enhancing the ability to influence and persuade others effectively.
Increasing Cultural Competence: In today’s globalized business environment, communication across cultural boundaries is common. Executive communication training helps individuals and teams communicate effectively with people from different cultural backgrounds, preventing misunderstandings and building international relationships.
Improving Customer Relations: Effective communication is key to customer service and client relationships. Our intensive business communication course helps employees handle inquiries, complaints, and negotiations more effectively, leading to improved customer satisfaction and loyalty.
Managing Crises: In times of crisis, effective communication is essential to manage the situation and mitigate damage. Training prepares individuals and organizations to handle crises with clear, strategic communication.
Career Advancement: Strong communication skills are often linked to career progression. Individuals invest in communication training to enhance their professional image, increase their visibility, and open up more opportunities for advancement.
Each of these reasons highlights the strategic value of communication skills in both personal growth and organizational development, making such training an essential investment for sustained success.
Empower Your Communication To Drive Change
Whether you're steering a corporation, leading a team, or pioneering new business ventures, effective communication is the cornerstone of success. Our Strategic Business Communication program is designed to empower professionals across various roles with the skills to influence outcomes, drive change, and achieve strategic goals. Discover how enhancing your communication abilities can open new pathways for professional advancement and organizational impact.
Who Should Attend Our Strategic Communication Training?
- Forward-Thinking Executives: Elevate your strategic impact by mastering the art of influence and vision-driven leadership. Ideal for those keen to steer transformative organizational change and enhance stakeholder engagement.
- Dynamic Managers: Supercharge your team's performance and cohesion through superior communication skills. Perfect for leaders aiming to inspire, drive results, and forge strong stakeholder relationships.
- Dedicated Sales and Business Development Professionals: Boost your negotiation prowess and client management capabilities. This communication training program is tailored for professionals eager to secure new clients, cultivate lasting relationships, and accelerate revenue growth.
- Government and Nonprofit Leaders: Sharpen your ability to articulate initiatives, rally support, and adeptly manage complex stakeholder networks. Essential for those in roles that demand persuasive communication to drive social and organizational change.
- Innovative Entrepreneurs and Business Owners: Learn to effectively communicate your vision, attract investment, and establish robust partnerships. Designed for visionaries who want to influence outcomes and ensure their ideas resonate on a larger scale.
- Consultants and Advisors in High-Stakes Environments: Enhance your advisory impact with advanced communication techniques that persuade and inform. Ideal for professionals who need to convey complex ideas clearly and influence decision-making processes effectively.
More About Duke's Strategic Business Communication Program
Join us for an intensive three-day immersive experience in executive communication training held on-site. Our program is crafted to provide you with a blend of lectures, hands-on practice, and real-world simulations tailored to your professional needs. You will:
- Engage with Adaptive Strategies: Dive into strategic frameworks that are flexible and responsive, designed to thrive in any business environment.
- Learn through Evidence-Based Practices: Understand the 'why' behind the 'what' and the 'how', with a curriculum grounded in the latest research.
- Apply Real Tools in Real Time for Immediate ROI: Use practical tools during the program that you can immediately apply to your daily challenges and long-term projects.
Each session is led by expert faculty, who bring profound insights and experience in persuasion, strategic communication, leadership, and change management. Prepare to transform your approach to communication and influence with guidance from the best in the field.
To fully participate in the program, participants are required to bring a laptop to each session.
All program sessions will be held at the JB Duke Hotel and Conference Center, a premier hotel, event, and meeting destination conveniently located on the Duke Campus.
Lodging at JB Duke, dinner on arrival the evening prior to the program as well as Day 1 and Day 2, and daily breakfast and lunch on Days 1, 2, and 3 are included in the registration fee. Snacks are also provided throughout the program day.
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Program Location and Accommodations
During your time at Duke, you’ll learn in the Thomas Executive Conference Center adjoined to The Fuqua School of Business. For those that need accommodation, you will be lodged at one of our select campus or campus-adjacent hotels based on availability.
JB Duke Hotel
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Executive Education
Contact Us
Curriculum
Focusing on refining your communication skills and influencing strategies, you will learn to leverage strategic frameworks that empower you to engage effectively with a range of audiences and return to the office ready to have a greater impact within your organization.
- Framing: Frame your messages to better resonate with specific decision-makers or stakeholders
- Authenticity: Leverage your authentic self to communicate from your strengths and adjust your message with agility to align the necessary frame with your unique expertise
- Impact: Better position yourself to increase the impact of your ideas through narratives and story structure which are critical to any change effort
At the conclusion of the program, you will be better able to:
- Deliver your ideas in a way that is clear, crisp and compelling
- Gain attention, focus, and be memorable
- Frame your message to influence decision-makers in or outside the organization – delivering the “right” message for the “right” audience to get to “Yes”
Program Schedule
Day 1: Framing
9:00 – 9:30 a.m.
Welcome & Introductions
9:30 – 10:00 a.m.
The Influential Leader Framework
10:00 a.m. – 12:30 p.m.
Social Styles Assessment
12:30 – 1:30 p.m.
Lunch
1:30 – 3:30 p.m.
It’s Not About You: Influencing Decision-Makers
3:45 – 4:45 p.m.
Framing Simulation – Stakeholder Communication
4:45 – 5:00 p.m.
Day 1 Summary, Reflections, & Insights
Day 2: Authenticity
9:00 – 10:30 a.m.
Influence Superpower: Questions & Intentions
10:45 a.m. – 12:30 p.m.
Interpersonal Effectiveness & Empathy
12:30 – 1:30 p.m.
Lunch
1:30 – 3:30 p.m.
It’s Not About You: Organizational Content Strategy
3:45 – 4:45 p.m.
Authenticity Simulation – Idea to Influence in Dialogue
4:45 – 5:00 p.m.
Day 2 Summary, Reflections, & Insights
Day 3: Impact
9:00 – 11:00 a.m.
Crafting Your Storied Message
11:15 a.m. – 12:30 p.m.
Building Your Persuasive Pitch
12:30 – 1:30 p.m.
Lunch
1:30 – 2:45 p.m.
IMPACT through Influence Simulation
2:45 – 3:00 p.m.
Program Summary, Reflections, Insights, & Commitments
Faculty
Daisy Lovelace
Daisy Lovelace, PhD, is an Associate Professor of the Practice at Duke University's Fuqua School of Business. She teaches leadership and communication and is committed to creating inclusive teams and organizations. Her professional interests include leadership, inclusive excellence, interpersonal communication, crisis management, persuasion, and influence. In addition to live instruction, she teaches short courses on the LinkedIn Learning platform. She earned her doctorate from the University of Virginia. In addition to teaching at Duke, she has held faculty posts at Indiana University-Bloomington, Princeton University, Sungkyunkwan University in Seoul, Korea, the University of North Carolina-Chapel Hill, and the University of Virginia.
Richard Freishtat
Richard Freishtat, PhD, serves as Associate Dean for Executive Education at Duke University’s Fuqua School of Business. In this role, Freishtat leads all aspects of the Executive Education portfolio including strategy, business development, finance, curriculum, and program delivery focused on making a positive impact through the cutting-edge work of faculty.
In addition to serving as a leader in executive education organizations since 2018, Freishtat has deep experience as a faculty member in executive education, working directly with industry leaders to transform themselves and their organizations. He has been designing and delivering communications and leadership executive programs since 2013 to thousands of executives in organizations across the globe, from start-ups to Fortune 50 companies.
Freishtat has published several research articles and worked as a PI on NSF-funded grant projects. He earned his PhD in Education (Curriculum & Instruction) from Arizona State University and his MA and BA in Rhetoric & Public Address from Pennsylvania State University.
How to Register
For more information about how to register, please see our detailed instructions.
Frequently Asked Questions
For additional information about our Executive Education programming, please visit our FAQ page.
Listen to understand. Lead inclusively.
Globalization and technology have created an increasingly diverse workplace. Leaders must be able to communicate in a way that ensures both comprehension and inclusion with audiences from a variety of cultures who bring different perspectives . However, the strategies to navigate these conversations effectively are not always intuitive.
Leaders may unintentionally cause offense to colleagues because we are not aware of our own biases, we aren't knowledgeable about potential sensitivities of others, or when in situations where we don’t know what to say so we keep quiet. Inclusive leaders must understand the possible impact of their communication--that insensitivity deflates enthusiasm and that silence also communicates a message. The Inclusive Communication: Fostering Belonging (virtual) program will introduce you to communication skills that will enable you to successfully navigate conversations on culturally-sensitive topics.
Who Should Attend?
Business professionals in middle to senior management across an organization, including Human Resources management, and those introducing or expanding Diversity, Equity, and Inclusion initiatives within their department, business unit, or organization, will find the tools provided in Inclusive Communication: Fostering Belonging (virtual) to be invaluable. Designed for professionals who want to contribute to creating inclusive work environments. this program teaches practical ways to navigate conversations on culturally sensitive topics. Participants will have opportunities to reflect on their experiences and consider ways they can proactively create and cultivate a work culture where teammates truly belong.
More about this program
This is a three-session executive education course based on material taught to Duke graduate business students. It focuses on inclusive leadership and communication strategies, and is open to individuals as well as members of diverse teams that want to contribute to creating an inclusive team environment.
These interactive sessions will include videos, polls, cases, and role plays and serve as a laboratory for you to develop and refine the skills required to demonstrate inclusive leadership. Participants will have readings and video-viewings prior to each class discussion of communications strategies and best practices.
Before each class session, participants should review assigned materials (articles, cases, and videos). These pre-class activities take less than one hour per session. We ask that these be done before the class session in order to facilitate a richer discussion.
To participate in this course you will need to have a working webcam, built in or attached, and have downloaded the Zoom Cloud Meeting app onto your laptop.
If you have any questions about this requirement, call the Duke Executive Education team at +1.919.660.8011 or Toll Free +1.800.372.3932, or email us at execed-info@duke.edu.
The many upsides of creating a culture where all of your employees can thrive are often overlooked in organizations and even in small teams. Diversity brings an array of benefits, such as increased innovation, improved problem-solving, more productive collaboration, and surfacing of new ideas that otherwise would not have come to light. However, to reap these benefits, your organization needs to maintain and build trust with both internal and external stakeholders. When your employees feel respected, appreciated, and valued, their engagement with their team or with the organization increases as does their commitment to success.
To achieve this, you will need to listen for the values and emotions of your stakeholders, foster open communication about diversity issues, and understand your own, possibly subconscious, attitudes and behaviors, and keep them in check. Inclusive Communication: Fostering Belonging (virtual) is designed to provide you with a set of skills to create an environment where diversity will enhance your team's performance.
Learning Objectives
Foundations for Inclusive Communication
- Learn how to establish ground rules that create psychologically safe and inclusive environments.
- Develop tools to engage in meaningful dialogue rather than debate, even if you don't fully understand or agree with the opposing viewpoints.
Micro-Behaviors Contribute to Organizational Climate
- Understand the impact of micro-behaviors (positive and negative) on team culture and climate
- Determine and practice effective strategies to address micro-aggressions, respond when you're offended, and deploy micro-affirmations.
Allyship and Language
- Learn to listen with empathy and convey concern in ways that are perceived as supportive.
- Determine what allyship means for you and develop strategies to signal you're an ally.
Program Objectives
Over three sessions as a participant in the program, you will take away the following:
- Learn techniques for facilitating dialogues about diversity
- Understand the complexity of conversations around culture
- Recognize a range of micro-behaviors that impact organizational climate
- Develop strategies for addressing micro-aggressions and deploying micro-affirmations
- Cultivate the skills to think critically about words and their meaning
- Be able to demonstrate communication skills required to lead inclusive teams
Sample Schedule
Session 1
Foundations for Inclusive Communication
- Establish ground rules for inclusive teams
- Understand our own experiences and world view
- Differentiate impact and intent
- Develop tools for dialogue rather than debate
Session Duration: 2:45 hours
Session 2
Micro-Behaviors Contribute to Organizational Climate
- Identify the role of micro-behaviors on team culture and climate
- Recognize Micro-aggressions, how the best intentions can sometimes go awry
- Determine and practice effective strategies to address micro-aggressions
- Deploy Micro-affirmations and understand their power and impact
Session Duration: 2:30 hours
Session 3
Allyship and Language
- Learn to listen with empathy
- Determine what allyship means for you
- Signal you're an ally
- Understand the impact of word choice, language, and pronouns
Session Duration: 2:45 hours
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Contact Details
Duke Executive Education
100 Fuqua Drive
Durham, NC 27708-0120 USA
Office Hours
Monday - Friday
8:30 am - 5:00 pm
Faculty
Daisy Lovelace
Daisy Lovelace is an Associate Professor of the Practice at Duke University's Fuqua School of Business. She teaches leadership and communication and is committed to creating inclusive teams and organizations. Her professional interests include leadership, inclusive excellence, interpersonal communication, crisis management, persuasion, and influence. In addition to live instruction, she teaches short courses on the LinkedIn Learning platform. She earned her doctorate from the University of Virginia. In addition to teaching at Duke, she has held faculty posts at Indiana University-Bloomington, Princeton University, Sungkyunkwan University in Seoul, Korea, the University of North Carolina-Chapel Hill, and the University of Virginia.
How to Register
For more information about how to register, please see our detailed instructions.
Frequently Asked Questions
For additional information about our Executive Education programming, please visit our FAQ page.
Leverage Negotiation Training To Find Opportunities in Differences
Transform your negotiation acumen through this intensive, high-impact negotiation training course, designed for professionals seeking to master the art and science of negotiation, enhancing their ability to drive successful outcomes in any business environment.
The Duke ROI
Our comprehensive negotiation training for business professionals covers essential negotiation topics.
Fundamentals of Negotiation: Understand the core principles and psychology behind successful negotiations.
Strategic Planning: Learn how to prepare effectively, set objectives, and develop strategic approaches for various negotiation scenarios.
Influence and Persuasion: Master techniques to influence counterparts, build rapport, and create win-win situations.
Complex Negotiations: Navigate multi-party and cross-cultural negotiations with advanced strategies and frameworks.
Conflict Resolution: Develop skills to manage and resolve conflicts, turning potential disputes into opportunities for collaboration.
Ethical Negotiations: Ensure integrity and ethical considerations are at the forefront of your negotiation practices.
Understanding Diversity: Draw on a framework for considering emotions, gender, and offers to leverage best practices that drive successful negotiations in diverse contexts.
Negotiation Skills Training: An Overview
Negotiation is a critical skill in today's competitive business landscape. Whether you are managing complex deals, resolving conflicts, or leading teams, the ability to negotiate effectively can set you apart as a leader. Under the expert guidance of Professor Ashleigh Shelby Rosette, a renowned negotiation scholar and educator, you will gain practical skills and strategic insights that will empower you to negotiate with confidence and achieve superior results.
Negotiation Program Highlights
Interactive Learning: Engage in dynamic simulations, role-playing exercises, and case studies that reflect real-world negotiation challenges.
Personalized Feedback: Receive tailored feedback from Professor Rosette and peers to refine your negotiation techniques.
Networking Opportunities: Connect with a diverse group of professionals from various industries, expanding your network and sharing insights.
Practical Application: Apply what you learn immediately in your professional context, driving tangible improvements in your negotiation outcomes.
Who Should Attend?
“I now feel like I’m better prepared, and a more conscious negotiator. I learned a lot of concepts that any professional can use, such as the power of anchoring and making 1st offers. Now when the person across the table repeats a perspective, I try to diffuse it.”—Biren Gandhi, Director of Procurement, Leading Manufacturer
Forget quizzes and examinations—Duke's negotiation curriculum is focused on real-life scenarios and negotiation preparation that you can apply immediately. This strategic negotiation course is ideal for:
Mid- to senior-level managers seeking to enhance their negotiation capabilities.
Executives responsible for deal-making, strategic partnerships, and conflict resolution.
Entrepreneurs and business owners looking to improve negotiation outcomes with clients, suppliers, and stakeholders.
Professionals across all industries who want to build their confidence and effectiveness in negotiations.
More About the Program
Over 3 days, you’ll focus on negotiation tactics, case studies, and leading-edge negotiation techniques. Engaging class discussions provide insight on key concepts, while a series of live negotiations in a variety of diverse settings ensure you integrate core principles with personal experience.
Discussion topics in this immersive professional development program are designed to help you develop your negotiation style and see differences as opportunities — rather than obstacles — in a negotiation. Covering a range of subjects that draw on next-level research in management and leadership, you’ll learn effective strategies that can help you attain better outcomes. We will employ negotiation exercises, as well as negotiation simulations to prepare you for your next real-world interaction at the bargaining table.
Course Topics
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Introduction to Negotiations
This module lays the groundwork by exploring key concepts of successful negotiation. Participants will learn the importance of preparation, assessments, objectives, and understanding the psychological and behavioral aspects that influence negotiation outcomes. Emphasis is placed on building a strategic approach to negotiations and recognizing common pitfalls to avoid.
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Reflecting Inward—Centering on Self: Getting What You Want
Some negotiations focus on competitive scenarios where parties aim to divide a fixed resource, often leading to a win-lose outcome. This section covers techniques for claiming value, managing offers and counteroffers, and strategically maneuvering to secure the best possible deal. Participants will learn skill sets to identify and leverage their own and their counterpart’s interests to maximize gains.
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Focusing Outward—Integrating Collectively: Considering Situational Influences
This module teaches how to identify shared interests, brainstorm creative solutions, and use objective criteria to achieve collaborative results. Integrative negotiations emphasize value creation and fostering mutually beneficial agreements. Techniques for building trust and effectively communicating to uncover hidden opportunities are explored, with the goal of reaching outcomes that satisfy all parties involved.
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Managing Conflict—Communicating Effectively: Differentiating Interests, Rights, & Power
This section covers strategies and techniques for resolving disputes in a constructive manner. Participants will explore various methods, including mediation and arbitration, to manage conflicts and prevent escalation. The focus is on understanding the root causes of disputes, developing solutions that address the needs of all parties, and fostering a cooperative atmosphere leveraging emotional intelligence to facilitate long-term agreements.
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Leading Change—Negotiating Across Divides: Viewing Differences as Opportunities
Negotiating across divides involves handling complex negotiations that cross cultural, organizational, or ideological boundaries. This module addresses the challenges of differing values, communication styles, and expectations. Participants will learn to navigate cultural nuances and body language, manage diversity, and employ strategies to overcome barriers to agreement. Emphasis is placed on adaptability and the importance of cultural competence in achieving successful outcomes.
Sample Schedule
Arrival
Check-In Available
3:00pm
Welcome Dinner
6:00 - 8:00pm
Day 1
Breakfast
7:00 - 9:00am
Program Introduction
Reflecting Inward—Centering on Self: Getting What You Want
9:00am - 12:30pm
Lunch
12:30 - 1:30pm
Focusing Outward—Integrating Collectively: Considering Situational Influences
1:30 - 5:00pm
Dinner
6:00 - 8:00pm
Day 2
Breakfast
7:00 - 9:00am
Managing Conflict—Communicating Effectively: Differentiating Interests, Rights, & Power
9:00am - 12:30pm
Lunch
12:30 - 1:30pm
Understanding Diversity—Leveraging Best Practices and a Framework on Emotions, Offers, and Gender to Be a Better Negotiator
1:30 - 5:00pm
Optional Campus Tour
5:00 - 6:30pm
Dinner
6:00 - 8:00pm
Day 3
Breakfast
7:00 - 9:00am
Leading Change—Negotiating Across Divides: Viewing Differences as Opportunities
Program Review
9:00 - 11:30am
Program Close
11:30am - 12:00pm
Lunch
12:00 - 1:00pm
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Program Location and Accommodations
During your time at Duke, you’ll learn in the Thomas Executive Conference Center adjoined to The Fuqua School of Business. For those that need accommodation, you will be lodged at one of our select campus or campus-adjacent hotels based on availability.
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Skills gained in the Duke Leadership Program and other Duke Executive Education programs helped this manufacturing senior executive lead his team through unprecedented pandemic challenges—and continue to pay off long after.
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Discover thought-provoking insights and actionable strategies to enhance your leadership.
Faculty
Ashleigh Rosette
Ashleigh Shelby Rosette, PhD is the James L. Vincent Professor of Leadership at the Fuqua School of Business at Duke University. She is one of the foremost leading scholars on research that resides at the intersection of leadership, gender, and race and one of the most decorated teachers at Duke University’s Fuqua School of Business.
In her primary area of research on leadership and diversity, she studies how stereotypes and bias provide a framework to better understand the diversity shifts in present-day organizations, especially for top leaders. Her secondary area of research, negotiations, complements the diversity considerations as a basic premise of her work is that an in depth understanding of an array of negotiation skills must be understood and engaged to capitalize on the benefits of diverse experiences. Her research has been featured in Forbes, CNN, MSNBC, the New York Times, the Wall Street Journal, Time Magazine, Business Week, the Financial Times, USAToday, Huffington Post and National Public Radio.
She was ranked as one of the Fifty Most Influential Business Professors by mbarankings.net, ranked as one of the Favorite Professors of the MBA Class of 2019 by Poet & Quants, received the 2019 PhD Project’s Trailblazer Award, is the recipient of the 2019 Bank of America Faculty Award (Fuqua’s highest faculty honor) and is one of the most decorated teachers in the history of Duke University’s Fuqua School of Business having received the Teaching Excellence Award of the Year a record-breaking twelve times.
She provides consulting services on topics such as leadership, diversity, decision-making, and negotiations to an array of clients in varied industries, such as banking, consulting, auditing services, automobile manufacturing, medical services, and the social/non-profit sector.
Ashleigh Rosette is an Associate Professor of Management and Organizations and a Center of Leadership and Ethics scholar at Fuqua. Dr. Rosette studies negotiations and diversity in organizational settings. In her research, she examines the influence of affect and culture on the negotiation process and negotiated outcomes and explores social and contextual factors that influence diversity-related perceptions. Her research has been featured in media outlets such as Forbes, the Wall Street Journal, Time Magazine, and Business Week.
How to Register
For more information about how to register, please see our detailed instructions.
Frequently Asked Questions
For additional information about our Executive Education programming, please visit our FAQ page.