Newsletter of the WU Executive Academy – Vienna University of Economics and Business

Dear readers,

Find out how to prepare for negotiations in our new series by Erich Rifenburgh, "Negotiation Preparation" and learn ways to defend your position and handle objections. If you'd like to get hands-on inputs, join our Pitching & Storytelling Workshop on June 22, 2017 (right before the WU Summer Celebration)!

Also, read a few anecdotes and about the stunning developments of graduates from the Professional MBA Marketing & Sales. As this program celebrates its ten year anniversary, Prof. Barbara Stöttinger recently asked three alumni about their MBA experience.

Happy reading!
Your WU Executive Academy Team


Career Video: How to approach your next salary negotiation

Whether or not you will leave your boss’ office with or without a bigger pay check in your pocket will mainly depend on only 5 letters. Our executive search partner, Conrad Pramböck, explains the power of BATNA and how you can use it for your own purposes.

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Professional MBA Marketing & Sales: Stories of a decade

It has been 10 years since the Professional MBA Marketing & Sales was launched. For the participants of the program, this time has yielded quite some success stories, anecdotes and stunning developments. To celebrate the anniversary, three alumni review their study time together with Prof. Barbara Stöttinger, Dean of the WU Executive Academy and Academic Director of this MBA program.

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Svetlana Prusova, Head of External & Government Relations at FESCO

Svetlana Prusova initially considered becoming a diplomat. In the career story, the participant of the Professional MBA Project Management explains how her current position at FESCO Transportation Group is very close to her past dream and why, as a leader, she likes granting people more responsibility than they would expect.

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How to prepare for a successful negotiation

Without solid preparation, negotiators run the risk of operating from a position of weakness, says Erich Rifenburgh. So what aspects are important to consider before making an important business deal? In our new series, the negotiation expert will share useful tips in order to handle objections, make creative trades, defend positions or walk away from a bad deal.

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Join the new Pitching & Storytelling Workshop

The best idea can be worthless if its creator does not know how to sell it. The good news is that with a little bit of practice, anybody can learn how to create and deliver a captivating storyline to convince others. Refine your argumentation and presentation skills hands-on in our Pitching & Storytelling Workshop on June 22, 2017!



Stop the secretiveness - by Prof. Nikolaus Franke

To many entrepreneurs, their business ideas are a well-guarded secret. This is not only a mistake, but a fundamental social issue, says Prof. Nikolaus Franke. In this Faculty Insight, the head of the Institute for Entrepreneurship & Innovation warns against isolating yourself for fear of idea theft or losing face. Instead, he explains why it is important to discuss business plans with different people early on.

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Upcoming events:
Online MBA Info-Session
Professional MBA Marketing & Sales
June 13
Online MBA Info-Session
Global Executive MBA
June 13
Professional MBA Q&A Session in Sofia June 14
WU Summer Celebration June 22
Pitching and Storytelling Workshop June 22
All events 

Please do not hesitate to contact us with your questions, suggestions or feedback.

Kind regards,

Prof. Dr. Barbara Stöttinger, Dean
Dr. Astrid Kleinhanns-Rollé, Managing Director
Events Schedule a
WU Executive Academy
Vienna University of Economics and Business
Welthandelsplatz 1
Building EA
1020 Vienna, Austria