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ManagementExcellence
Developing Leaders.
Preparing Businesses.
Spring 2012
BCS32
CedarFalls,IA50614-0120
Phone:(319)273-5851
Email:execdev@UNI.edu
Website:www.bcs.uni.edu/execdev
“Leadersaren’tborn,
theyaremade.Andthey
aremadejustlikeanythingelse,
throughhardwork.
That’sthepricewehavetopay
toachievethatgoal
oranygoal.”
-VINCELOMBARDI-
DidYou Know…?
• 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, feel
valued and have a connection with their employer – drive higher
customer satisfaction and boost the bottom line.
No one ever said management was easy, but having the right knowledge and
strategies in your toolbox certainly help. The ability to manage conflict, negotiate and
make decisions is critical in today’s workplace. Many organizations have identified
these as core competencies for managers and individual contributors at all levels.
Teams and organizations stagnate or fail when poor decisions are made or conflict
remains unsolved. Conflict and differing points of view are not necessarily bad; as
long as they are resolved effectively, it can lead to personal and professional growth.
This certificate program offered by the University of Northern Iowa’s Executive
Development Center will equip you with the knowledge, tools and experience to
tackle those difficult and uncomfortable tasks managers face every day. In only
four months, you will learn and practice techniques, strategies, and methodologies
that 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
Management
Excellence
CertificateProgram
Spring2012
UNIAlumni
Members
Receivea
10%
Discount
management excellence2012 10/13/11 8:30 AM Page 1

March 21, 2012 8:30 a.m. – 4:00 p.m.
BUSINESS DIAGNOSTICS
Instructor: TBD
Something is wrong. But you can’t put your
finger on it. What if you could learn how to
diagnose 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 impact
and the process for turning weaknesses
into 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 the
answers and progress you need.
• Outline an implementation plan with
measurable objectives, timelines, and
accountability.
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 a
time. Businesses are losing billions of
dollars every year because communication
is ineffective, misunderstood and misinter-
preted. This failure is measured by absen-
teeism, turnover, unproductive time and
grievance filings.
Four conversation models will be
examined and practiced:
1. Team conversations
2. Coaching conversations
3. Delegation conversations
4. Confrontation conversations
During class, you will:
• Identify practices that are holding
you back from open and meaningful
conversations.
• Gain the capacity to connect with your
colleagues and customers at a deeper
level.
• Engage in active dialogue sessions that
interrogate reality, provoke learning,
tackle tough challenges, and enrich
relationships.
Who
Should
Attend?
WHEN: Classes begin January 25 and conclude on May 2, 2012. Classes are
scheduled approximately every other Wednesday from 8:30 a.m. – 4:00 p.m.
WHERE: Classes will be conducted in UNI’s Business and Community
Services 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, businesses
can 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 accept
checks and credit card payments. If you are enrolling two people, please
call our office directly, 319-273-5851.
ENROLLMENT DEADLINE: Learning with and from your peers is a vital feature
of this program; therefore class size is limited to 20 participants. Be sure
to 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 employee
benefit. Also, some businesses are eligible for Iowa Jobs Training
Programs 260e or 260f. Visit the FAQ section on our website to learn
more at www.bcs.uni.edu/execdev.
40/60
LearningPrinciple
Our 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 introduction
of participants will be provided along with
program policies and guidelines.
January 25, 2012 10:00 a.m. – 4:00 p.m.
ACCOUNTABILITY
Instructor: Dewitt Jones, Ph.D.
“Accountability” is a hot buzz word in recent
years. But what does that really mean and how
do you make it stick? In this class you will:
• Investigate if and how your organization
reinforces employees’ behavior by not only
rewarding good performance, but also bad
actions. In addition, explore if and how your
organization punishes employees for doing
the right thing.
• Be introduced to methods and tools you can
use to create recognition and accountability
results.
February 8, 2012 8:30 a.m. – 4:00 p.m.
CSSI – COMMUNICATION SKILLS
AND STRATEGIES INVESTIGATED
Instructor: Amy Campbell, M.A.
Just like a crime scene, gathering the right evidence
requires paying attention to the entire story and
environment 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 improve
communication messages.
• Practice investigation techniques (e.g., asking
the right questions of the right people at the
right time) to uncover more information.
• Analyze business situations and determine what
data is needed to make a better decision and
define a solution(s).
February 22, 2012 8:30 a.m. – 4:00 p.m.
BUILDING POWER TEAMS
Instructor: Vickie Robinson, Ed.D.
There’s a lot involved when building and maintain-
ing a highly functional team that is efficient and
effective. Building a “Power Team” requires a
great leader – someone who can bring a group of
diverse individuals together who respect and learn
from one another and can achieve uncommon
results.
• Determine the key characteristics that are
needed within the team to develop a “Power
Team.”
• Engage in team building exercises that bring
a team together.
• Identify times and situations when it’s best to
engage the entire team and when it’s better
to allow individual team members to work on
their own.
• Discuss techniques that can be used to handle
the negative team members.
• Identify ways to maintain a high level of team
synergy.
March 7, 2012 8:30 a.m. – 4:00 p.m.
RIGHT OR WRONG? ETHICAL CHOICES
AND DECISION MAKING
Instructor: Sheri Vohs, M.A.
Most everyone believes they are ethical. Making
the right decision is easy when the situation is
straightforward. But we know that’s not how the
real world is. Many times you are faced with
dilemmas that are unchartered and stretch your
ethics. In this session, you will:
• Explore how your ethics and morals were
defined. What constitutes good, bad, right or
wrong? What part does self-interest or the
interest of others play in making moral decisions
and judgments? What theories of conduct are
valid or invalid and why?
• Review and discuss case studies that highlight
the ethical choices businesses make in the
marketplace. Examine how business ethics
affect 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 the
ethical 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 THROUGH
EFFECTIVE NEGOTIATION AND PERSUASION
Instructor: Micheal Thompson, M.P.A.
As a manager, you must learn to make your case
through 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 more
impact.
• Determine what questions must be answered for
the other party to understand your point of view.
• Critique communication and suggest alternative
ways 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 discussion
and/or debate.
May 2, 2012 8:30 a.m. – 11:00 a.m.
LESSONS LEARNED BY LEADERS
How many times have you heard, “If I only
knew then what I know now?” Well, here’s your
chance! Learn from a panel of successful, local
leaders 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. You
will be charged with interviewing the leaders,
giving you the opportunity to ask for career
advice, business solutions and suggestions.
July 21, 2011 11:00 a.m. – 12:00 p.m
GRADUATION
Anyone who has at least two years of work experience
managing people will benefit from this program.
Anyone can attend our programs regardless of
whether they have attended college.
“This program gave me some very useful tools to take back
to the work place. If you want to become a more effective
manager, this program will help.”
- 2010 GRADUATE -
“
”
The key to successful
leadershiptoday
is influence
not 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 be
a more effective leader by demonstrating
and expecting accountability,
developing better relationships, and having
all the necessary conversations
to move the business forward.
- 2010 GRADUATE -
management excellence2012 10/13/11 8:30 AM Page 2

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