The Art and Science of Negotiation

The Art and Science of Negotiation
The Art and Science of Negotiation, by renowned Harvard University professor, Brian Mandell, is a five-day executive education program including the module on Advanced Negotiation Skills. Past participants to The Art and Science of Negotiation Executive Programs qualify to attend Module 2 only. New participants to this executive program should attend Module 1, which covers basic negotiation skills, before participating Module 2.

Who should attend
The Art and Science of Negotiation is designed to benefit upper-middle and senior managers and professionals in the public and private sectors who face significant change and transition in their workplace and/or societies, and who would like to enhance their influence both internally and externally. Individuals in all functional areas of responsibilities and all industries will benefit from this program.
Senior government representatives (from ministries of foreign affairs, defence, economy, telecommunications, etc.), elected officials, policymakers, leaders in the private sector (general managers, sales managers, business development managers, consultants) and their non-profit sector counterparts are all eligible to apply. Because participants’ expertise and experience are critical to the learning process, the program’s participants will be selected to reflect a broad spectrum of individuals engaged in, or seeking to engage in, corporate and/or public governance.

Module I: Negotiating for Competitive Advantage in the 21st Century
This program introduces participants to the theory and practice of negotiation. It helps them develop a set of skills to negotiate effectively across a broad range of issues, organizations, and stakeholders. The program is centered on a series of interactive exercises that provide participants with a unique learning opportunity to practice their powers of communication and persuasion, and to experiment with a variety of negotiating tactics and techniques. The simulation exercises draw from public and private sector examples to provide concepts and tools that apply to all types of negotiations. Participants will emerge with a more confident and strategic approach to negotiation.

Benefits:

• Plan for negotiations by analyzing deeper interests of all stakeholders
• Build and break coalitions
• Devise alternative approaches to overcome impasses
• Identify the key characteristics of optimal agreements
• Anticipate spoilers and deal with difficult negotiators
• Sustain cooperative relationships for the long term

Module II: Advanced Negotiation Skills: Barriers and Opportunities in Multiparty Negotiations
This module presents participants with complex, multiparty exercises in which they confront the challenges of incomplete information, potential spoilers, hidden agendas, and coalitional possibilities. Special attention is given to developing the multiparty skills of recruiting allies, managing adversaries, and overcoming bureaucratic and psychological barriers to agreement. The intensive interactive exercises reflect real world cases in business and government.

Benefits:

• Build consensus in the face of resistance
• Manage intra-team dynamics
• Recognize psychological traps that obstruct advantageous agreements
• Overcome impasse and avoid conflict escalation
• Defend interests in confrontational negotiations
• Adapt negotiation strategies to “in the moment” challenges and opportunities
• Broaden the repertoire of negotiation process management

Prerequisites

• Fluency in English is essential
• Participants must distance themselves from their professional responsibilities for the duration of the program.

Dr. Brian Mandell is the director of the Kennedy School Negotiation Project at Harvard University. He has taught negotiation, conflict resolution, and scenario planning for fifteen years. Dr. Mandell teaches private and public sector professionals in executive education programs. He has trained senior managers from Pfizer, Heinz, Novartis, and Shell. He has taught negotiation in Greece, Ireland, Israel, Mexico, Singapore, Taiwan, and throughout the United States to elected officials, senior public servants, and government ministers.

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