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The Program
The Art and Science of Negotiation 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.
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Module I:
Negotiating for Competitive Advantage
January 27-29, 2009
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
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Module II:
Advanced Negotiation Skills: Barriers and Opportunities
in Multiparty Negotiations
January 30-31, 2009
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
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Prerequisites
- Fluency in English is essential
- Participants must distance themselves from their professional
responsibilities for the duration of the program.
- Module I is
required to participate Module II.
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