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Annual Conference Spring 2002 (Archived)

Information-Based Bargaining: Practical Steps to Better Results

Friday, April 19, 2002
8:00 am - 1:00 pm
The University of Pennsylvania School of Medicine
Biomedical Research Building
421 Curie Boulevard
BRB II/III, Seminar Room 251

FOCUS, with the support of the Dean of the School of Medicine, is pleased to be able to offer our third annual conference designed for women in the associate and full professor ranks of academic medicine at Penn. This year our theme will be Negotiation Skills: Information-Based Bargaining: Practical Steps to Better Results.

Please see below the bio of our presenter, Mario Moussa, PhD, MBA, Senior Fellow, Leonard Davis Institute of Health Economics; Academic Director of Essentials of Management, a program at Wharton's School of Executive Education; and Management Consultant and Principal, CFAR (Center for Applied Research).


8:00 - 8:20 Registration / Continental Breakfast
8:20 - 8:30 Welcome and Introduction
Stephanie Abbuhl, MD
8:30 - 10:00 Introduction to Information Based Bargaining
10:00 - 10:30 CASE # 1
10:30 - 11:00 Debrief
11:00 - 12:00 Case # 2
12:00 - 12:30 Debrief  /  Working Lunch
12:30 - 1:00 Foundations of Information Based Bargaining

*** Short breaks will be taken between sessions


Mario Moussa, PhD, MBA
Senior Fellow, Leonard Davis Institute of Health Economics
Academic Director of "Essentials of Management,"
Wharton’s School of Executive Education
Management Consultant and Principal, CFAR,
Center for Applied Research
(Private Consultant Firm affiliated with the Wharton School)

Mario Moussa is a principal at CFAR, Inc., a management consulting firm with offices in Philadelphia and Boston. For many years CFAR was an applied research institute inside the Wharton School of Business at the University of Pennsylvania. CFAR spun off in 1987 to become a private firm, specializing in strategy, organizational development, market analysis, and executive education.

Dr. Moussa is also a Senior Fellow at the Leonard Davis Institute of Health Economics at the University of Pennsylvania and the Academic Director of Essentials of Management, a program at Wharton®s School of Executive Education. He teaches negotiation, leadership, teamwork, and organizational dynamics to senior managers and executives in healthcare and other industries.

In his consulting practice, Dr. Moussa specializes in negotiation and mediation, organizational design and change, and top team strategy. His clients include several of the major healthcare companies and medical centers in the country.

Dr. Moussa has published widely in the field of social theory and wrote a regular column on leadership and change for Matrix: the Magazine for Higher Education Leaders. He has spoken at conferences in Europe and North America.

Dr. Moussa received his doctorate from the University of Chicago’s Committee on Social Thought and his MBA from the Wharton School of the University of Pennsylvania.

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