The Art & The Science of Negotiation at Athens Information Technology

Great program, for executives, managers or enterprising individuals who want to improve themselves on negotiation. Nice variety of approaches to the subject, with comprehensive exercises and role plays which covered the range of all types of negotiations. Well structured course which really motivated and challenged the participants while creating value for them.


The Instructor

Dr. Brian Mandell is Senior Lecturer in Public Policy at the John F. Kennedy School of Government at Harvard University and Director of the Kennedy School’s Negotiation Project. He has taught negotiation, conflict resolution, and scenario planning for fifteen years. He writes about contentious disputes and is completing a book on scenario planning for conflict managers and negotiation practitioners. Dr. Mandell teaches private and public sector professionals in executive education programs. He has trained senior managers from Pfizer, Heinz, Novartis, and Shell. Dr. Mandell has taught negotiation in Greece, Ireland, Mexico, Singapore, Taiwan, and throughout the United States to elected officials, senior public servants, and government ministers.


The Program

The Art and Science of Negotiation is a five-day interactive executive education program that includes the module on Advanced Negotiation Skills. Negotiation is inevitably at the heart of any process. The Art and Science of Negotiation program provides cutting-edge techniques to positively influence the outcome of any negotiation situation.

The course builds cumulatively from simple negotiations to complexity, ie from 2 party single issued toward multiparty, multi issue negotiations that evolve over time. Structured negotiation role playing and simulations are used to isolate and emphasize specific analytic points, essential skills and develop intuition about complex negotiations.


Skills to be upgraded

• Analytical Negotiation Skills on
• Strategy development and deep situation understanding
• Structuring parties’ interest basis
• Recognizing opportunities and barriers for creating and claiming value
• Ranging possible moves
• Interpersonal Skills on
• Trust building and breaking
• Mutual persuasion
• Conceptual Framework to effectively prepare for future negotiations

Groups and Role Playing

The unique approach of using the group as a case provides participants with diverse insights into the dynamics of communication and persuasion. While taking part in these real-time negotiation exercises, you will experience the challenging as well as the rewarding aspects of negotiation.

In class and in smaller group sessions you will discuss how to:

• effectively prepare
• familiarize yourself with complex, dynamic interactions
• practice your powers of persuasion
• experiment with a variety of negotiating tactics and strategies
• unlock individual and group effectiveness
• apply a wide variety of real-world negotiation tools to influence all types of negotiations, from domestic disputes to international problems
  

Benefits

Participants will:

• Achieve specific, timely, critical negotiating techniques to use with colleagues, clients and suppliers
• Become stronger negotiators by learning vital steps to building short term or long term profitable relationships
• Gain repeated exposure to real-world negotiating situations
• Discover the hidden secrets, negotiating gurus successfully master for a well-structured argument
• Boost their negotiation skill set through a hands-on, proven systematic approach, applicable to any type of negotiation

For your success
http://www.ait.edu.gr/