Harvard Executive Education Programs

"EDUCATING LEADERS WHO MAKE A DIFFERENCE IN THE WORLD"

Harvard Kennedy School of Government Executive Education prepares executives from all over the world for new levels of leadership in their careers and within their organizations. We invite you to take the next step towards this goal.
Programs to be held at AIT:

The Art and Science of Negotiation, led by Professor Mandell, Director, Kennedy School Negotiation Project, Kennedy School, offered by Athens Information Technology, in collaboration with the Kokkalis Program on Southeastern and East-Central Europe. April 14-16, 2010

Leading, Innovating and Negotiating: Critical Strategies for Public Sector Executives a 4-day HKS executive training program designed exclusively for senior professionals in the public and nonprofit sectors in Southeast and East-Central Europe, offers participants analytical and problem-solving tools for generating, managing and leveraging innovation in an era of growing global complexity.. Administered by Harvard’s Kokkalis Program, led by Harvard KSG faculty who are luminaries in their fields, in AIT May 31June 4, 2010 .

Strategic Management for Leaders of Non-Governmental Organizations offered by Athens Information Technology  in partnership with the Hauser Center for Nonprofit Organizations, the Kokkalis Foundation, the Kokkalis Program on Southeastern and East-Central Europe, and John F. Kennedy School of Government’s Middle East Initiative. March 16-20, 2009.

21st Century Governance in an Era of New American Leadership is designed exclusively for senior professionals in the public and nonprofit sectors in Southeastern and East-Central Europe. Administered by Harvard’s Kokkalis Program, the program will be held in Athens, Greece at  Athens Information Technology (AIT).

Strategic Management for Leaders of Non-Governmental Organizations offered by Athens Information Technology  in partnership with the Hauser Center for Nonprofit Organizations, the Kokkalis Foundation, the Kokkalis Program on Southeastern and East-Central Europe, and John F. Kennedy School of Government’s Middle East Initiative. March 16-20, 2009.

The Art and Science of Negotiation

The Program

The Art and Science of Negotiation is a three-day interactive executive education program that 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. The course builds cumulatively from simple negotiations to those of greater complexity, i.e. from two - party - single issue 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. The Art and Science of Negotiation program will provide the skill to positively influence an outcome by understanding the structure, techniques and approaches available. 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 and Ranging possible moves Interpersonal Skills on Trust building and breaking Mutual persuasion Conceptual Framework to effectively prepare for future negotiation more

Program Structure

Groups and role playing. The unique approach of using the group as a case provides everyone with diverse insights into the dynamics of communication and persuasion. While taking part in this real-time negotiation exercises, you will experience the hard as well as the rewarding aspects of negotiation. In class and in smaller group sessions you will discuss how to: effectively prepare familiarize with complex, dynamic interactions practice your powers experiment with a variety of negotiating tactics and strategies unlock individual and group effectiveness apply a wide variety of real-world negotiation tools to all types of negotiations, from domestic disputes to international problems Benefits Repeated exposure to real world negotiating situations drawn from a wide variety of contexts, with shifting mix of cooperation and competition will result to your significantly increased negotiating effectiveness, and becoming more reflective, analytically savvy, and in all senses a good negotiator. Module I: Negotiating for Competitive Advantage April 14-16, 2010 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 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 more

Who should attend

The Art and Science of Negotiation is designed forupper-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. more

Dr Brian Mandell

Dr. Brian Mandell is Senior Lecturer in Public Policy and Director of the school's Negotiation Project. He is also Chair of the Wexner-Israel and Kokkalis Fellowship programs at the School. His current teaching and research address the theory and practice of negotiation, emphasizing third-party facilitation and consensus building in domestic and international protracted policy disputes. He writes about contentious disputes and is completing a book on scenario planning for conflict managers and negotiation practitioners. Before coming to Harvard, Mandell taught at the Norman Paterson School of International Affairs at Carleton University in Ottawa. Previously, he was a strategic analyst for the Canadian Department of National Defense, specializing in UN peacekeeping and the implementation of arms control agreements. A Pew Faculty Fellow and Senior Research Associate at the Kennedy School's Belfer Center for Science and International Affairs, Mandell holds a PhD from the University of Toronto. 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. more

For more information, please contact the AIT Executive Education Department:
Antonis Papadopoulos
Executive Education Coordinator
T: +30-210-6682724
F: +30-210-6682844
e-mail: execedu@ait.gr

Download Negotiation Brochure

Location and tuition are subject to change. View Cancellation Policy