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• Up to 42% of a typical manager’s time is spent dealing with conflict.• Turnover costs for an employee is between 75% and 150% of the

annual salary.• Companies in the United Kingdom and United States are losing

an estimated $37 billion annually as a result of employee misunderstandings.

• Engaged employees – employees who trust their leadership, feelvalued and have a connection with their employer – drive highercustomer satisfaction and boost the bottom line.

No one ever said management was easy, but having the right knowledge andstrategies in your toolbox certainly help. The ability to manage conflict, negotiate andmake decisions is critical in today’s workplace. Many organizations have identifiedthese as core competencies for managers and individual contributors at all levels.Teams and organizations stagnate or fail when poor decisions are made or conflictremains unsolved. Conflict and differing points of view are not necessarily bad; aslong as they are resolved effectively, it can lead to personal and professional growth.

This certificate program offered by the University of Northern Iowa’s ExecutiveDevelopment Center will equip you with the knowledge, tools and experience totackle those difficult and uncomfortable tasks managers face every day. In onlyfour months, you will learn and practice techniques, strategies, and methodologiesthat will develop your confidence and prepare you to resolve issues like:

• confronting performance problems and other sensitive issues• mediating disputes between coworkers• uncovering and extracting the necessary information to make

ethical and sound decisions• presenting persuasive communication to higher management• negotiating better deals with vendors and customers

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management excellence2012 10/13/11 8:30 AM Page 1

March 21, 2012 8:30 a.m. – 4:00 p.m.BUSINESS DIAGNOSTICS Instructor: TBDSomething is wrong. But you can’t put yourfinger on it. What if you could learn how todiagnose your own business’s problems and determine solutions that will work? In this class you will:• Practice implementing tools to identify

existing weaknesses in your business,their root causes, their negative impactand the process for turning weaknessesinto strengths.

• Learn to create and empower teams that will implement the diagnostic and prescriptive process.

• Develop the art of active listening and the use of powerful questions to elicit theanswers and progress you need.

• Outline an implementation plan withmeasurable objectives, timelines, andaccountability.

March 28 and April 11, 2012 8:30 a.m. – 4:00 p.m.FIERCE CONVERSATIONS Instructor: Terri Lasswell, Ed.D. (certified “Fierce Conversations” facilitator)Success occurs one conversation at atime. Businesses are losing billions of dollars every year because communicationis ineffective, misunderstood and misinter-preted. This failure is measured by absen-teeism, turnover, unproductive time andgrievance filings.

Four conversation models will be examined and practiced:1. Team conversations2. Coaching conversations3. Delegation conversations4. Confrontation conversations

During class, you will:• Identify practices that are holding

you back from open and meaningful conversations.

• Gain the capacity to connect with yourcolleagues and customers at a deeperlevel.

• Engage in active dialogue sessions thatinterrogate reality, provoke learning,tackle tough challenges, and enrich relationships.

WhoShouldAttend?WHEN: Classes begin January 25 and conclude on May 2, 2012. Classes arescheduled approximately every other Wednesday from 8:30 a.m. – 4:00 p.m.

WHERE: Classes will be conducted in UNI’s Business and CommunityServices building on campus.

HOW TO ENROLL: • Telephone: 319-273-5851• Email: execdev@UNI.edu

COST: Tuition is $2998 per person which includes all training materials,lunches, refreshments and UNI parking privilege. In addition, businessescan enroll a second person at a further discounted price of only $1,998.

Limit one $1,998 price enrollment per business. Tuition for nonprofit

employees is $1,998.

PAYMENT: We request full payment prior to the second class. We acceptchecks and credit card payments. If you are enrolling two people, pleasecall our office directly, 319-273-5851.

ENROLLMENT DEADLINE: Learning with and from your peers is a vital featureof this program; therefore class size is limited to 20 participants. Be sureto reserve your seat early. Enrollment deadline is January 18, 2012.

FINANCIAL ASSISTANCE: Many businesses offer tuition reimbursement.Ask your Human Resources manager or department about this employeebenefit. Also, some businesses are eligible for Iowa Jobs TrainingPrograms 260e or 260f. Visit the FAQ section on our website to learnmore at www.bcs.uni.edu/execdev.

40/60 LearningPrincipleOur classes are designed on a 40/60 learning model.Forty percent of the class time is devoted to ideas, concepts and theories (the “what” and “why”) and sixty percent to skill practice and imple-mentation strategies (the “when” and “how”).

January 25, 2012 8:30 a.m. – 10:00 a.m.PROGRAM OVERVIEW Facilitator: Kim Recker, M.A.An overview of the program and an introductionof participants will be provided along with program policies and guidelines.

January 25, 2012 10:00 a.m. – 4:00 p.m. ACCOUNTABILITYInstructor: Dewitt Jones, Ph.D.“Accountability” is a hot buzz word in recentyears. But what does that really mean and howdo you make it stick? In this class you will:• Investigate if and how your organization

reinforces employees’ behavior by not onlyrewarding good performance, but also badactions. In addition, explore if and how yourorganization punishes employees for doingthe right thing.

• Be introduced to methods and tools you canuse to create recognition and accountabilityresults.

February 8, 2012 8:30 a.m. – 4:00 p.m.CSSI – COMMUNICATION SKILLSAND STRATEGIES INVESTIGATEDInstructor: Amy Campbell, M.A. Just like a crime scene, gathering the right evidencerequires paying attention to the entire story andenvironment which will lead to the right solutions.In this participatory session, hone your communi-cation skills and strategies by learning how to:• Determine the most effective communication

style for a given situation. • Distinguish between good and great communi-

cation and practice diagnosing how to improvecommunication messages.

• Practice investigation techniques (e.g., askingthe right questions of the right people at theright time) to uncover more information.

• Analyze business situations and determine whatdata is needed to make a better decision anddefine a solution(s).

February 22, 2012 8:30 a.m. – 4:00 p.m.BUILDING POWER TEAMSInstructor: Vickie Robinson, Ed.D.There’s a lot involved when building and maintain-ing a highly functional team that is efficient andeffective. Building a “Power Team” requires agreat leader – someone who can bring a group ofdiverse individuals together who respect and learnfrom one another and can achieve uncommonresults.• Determine the key characteristics that are

needed within the team to develop a “PowerTeam.”

• Engage in team building exercises that bring a team together.

• Identify times and situations when it’s best toengage the entire team and when it’s better to allow individual team members to work ontheir own.

• Discuss techniques that can be used to handlethe negative team members.

• Identify ways to maintain a high level of teamsynergy.

March 7, 2012 8:30 a.m. – 4:00 p.m.RIGHT OR WRONG? ETHICAL CHOICESAND DECISION MAKING Instructor: Sheri Vohs, M.A.Most everyone believes they are ethical. Makingthe right decision is easy when the situation isstraightforward. But we know that’s not how thereal world is. Many times you are faced withdilemmas that are unchartered and stretch yourethics. In this session, you will:• Explore how your ethics and morals were

defined. What constitutes good, bad, right orwrong? What part does self-interest or the interest of others play in making moral decisionsand judgments? What theories of conduct arevalid or invalid and why?

• Review and discuss case studies that highlightthe ethical choices businesses make in the marketplace. Examine how business ethicsaffect a company’s financial integrity and bottom line.

• Practice making decisions when situations are “grayer” than black and white.

• The role of team behaviors and dynamics,power and corruption, office politics and theethical roles and responsibilities of managers to employees will be discussed.

• Apply a ten-step decision making model to real ethical issues.

April 25, 2012 8:30 a.m. – 4:00 p.m.THE ART OF MAKING YOUR CASE THROUGHEFFECTIVE NEGOTIATION AND PERSUASIONInstructor: Micheal Thompson, M.P.A.As a manager, you must learn to make your casethrough the art of give and take – negotiation. You must effectively communicate with your direct reports, office colleagues, vendors and customers. This class will prepare you to be a better communicator and negotiator. You will: • Examine the key elements of effective persuasive

communication messages.• Become skilled at constructing messages and

presentations that are persuasive and have moreimpact.

• Determine what questions must be answered forthe other party to understand your point of view.

• Critique communication and suggest alternativeways to state and deliver the message (e.g., verbal and nonverbal) to make it more effective.

• Acquire a repertoire of negotiating skills used in gaining approval.

• Prepare and engage in a persuasive discussionand/or debate.

May 2, 2012 8:30 a.m. – 11:00 a.m.LESSONS LEARNED BY LEADERSHow many times have you heard, “If I onlyknew then what I know now?” Well, here’s yourchance! Learn from a panel of successful, localleaders about their past successes and chal-lenges. Apply your newly refined communica-tion skills to gain insight into their past profes-sional experience and business wisdom. Youwill be charged with interviewing the leaders,giving you the opportunity to ask for careeradvice, business solutions and suggestions.

July 21, 2011 11:00 a.m. – 12:00 p.mGRADUATION

Anyone who has at least two years of work experiencemanaging people will benefit from this program.

Anyone can attend our programs regardless ofwhether they have attended college.

“This program gave me some very useful tools to take backto the work place. If you want to become a more effective

manager, this program will help.”- 2010 GRADUATE -

“”

The key to successfulleadership today

is influencenot authority.

- KENNETH BLANCHARD -

“”

As a new manager, so much of this program will be immediately applicable.

I think what I have learned will help me bea more effective leader by demonstrating

and expecting accountability,developing better relationships, and having

all the necessary conversations to move the business forward.

- 2010 GRADUATE -

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