TribU: Smart Negotiating -- get what you want

At Northwestern University's Kellogg School of Management, course registration is a case in economics. Every student is allotted a bag of points and must spend them bidding against each other for seats in classes.

The more popular the class, the more points it costs. And Victoria Medvec's negotiations course is almost always the most expensive.

On March 12, the Tribune will host its own class on negotiations, and we're honored to have Medvec kick it off. In addition to teaching negotiations and decision-making, Medvec also is the director of Kellogg's Center for Executive Women and a consultant to Fortune 500 corporations, including General Electric, Merck, Exelon and Abbott Laboratories.

Medvec was recently interviewed by Business Insider about the themes that repeatedly surfaced in her research. The first problem she identified is that women don't ask for promotions and visible assignments. And second, they aren't taking enough profit and loss roles, meaning they aren't running a business unit. She believes it's one of the reasons why few women are occupying board seats. The risk-taking inherit in a profit & loss role is viewed by men as a resume must-have.

After Medvec presents, she'll join a panel discussion with American Bar Association President Laurel Bellows and executive recruiter Sheila O'Grady, which I'll moderate.

Bellows, principal of the Bellows Law Group, counsels senior executives and corporations on employment matters, employment and severance agreements, executive compensation and workplace disputes. She has advised companies on mid-level management compensation and benefit plans. She also is president of the American Bar Association, a volunteer position, and was the second woman president of the Chicago Bar Association.

O’Grady is an executive recruiter with Spencer Stuart’s education, nonprofit and government practice. She previously served as president of the Illinois Restaurant Association, the industry’s advocacy arm, during which time she founded the annual Chicago Gourmet food and wine festival in Millennium Park. Previously, she served as chief of staff to Mayor Richard M. Daley and on the interim board of the Metropolitan Pier and Exposition Authority. She is president of the board of directors of the SOS Children’s Villages of Illinois.

My goal is for this class to help prepare people for bigger roles -- and to teach them how to ask for what they want.

The event begins at 6 p.m. on Tuesday, March 12, here in the Chicago Tribune Tower, 435 N. Michigan. Tickets are $50, and can be found along with more event details right here. [NOTE FOR TRIB NATION: You can still enter the promotional code CAREER for reduced price tickets.]

 -- Melissa Harris

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