The Art & Science of Negotiation
THE PROGRAM + WHY YOU SHOULD ATTEND
How to become a better manager by conquering
the art & science of negotiation
Are you a professional, an executive or a manager in the private or public sector who faces significant change and transition in your workplace and who would like to enhance your influence both internally and externally?
This program is ideal for you if you engage in key activities such as Business Development, Strategy, Procurement, Consensus Building, Online Commerce, Entrepreneurship, Finance, Consulting and Sales in industries from banking and pharmaceutical to tech startups and energy.
This year’s edition gives an opportunity to Human Resource executives to also participate, whereas senior government representatives, elected officials, policy makers, leaders in the public sector and their private sector counterparts will find this program extremely rewarding too.
The Art & Science of Negotiation
WHAT ON EARTH IS THIS PROGRAM?
The Art and Science of Negotiation is a three-day executive education program in negotiation and conflict management. It provides cutting-edge techniques to positively influence the outcome of any negotiation situation, resolving issues thanks to the set of skills you will acquire by participating.
This program introduces participants to the tools needed in order to negotiate effectively across a broad range of issues, organizations and stakeholders; prepare for complex negotiations, anticipate and overcome obstacles, close stronger deals and think on their feet when decisions must be made in a flash.
The course builds cumulatively from simple negotiations to highly complex, i.e. from two party single issues, toward multiparty 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 & Science of Negotiation
WHO SHOULD APPLY
This program is designed to benefit
- professionals
- executives and managers in the private and public sectors
- Human Resources executives
- senior government representatives
- elected officials
- policymakers
- leaders in the public sector and their private sector counterparts
Professional expertise and experience will critically contribute to the learning process, therefore candidates who are engaged in or seeking to engage in corporate and/or public governance, are encouraged to participate.
Prerequisites:
- Fluency in English is essential.
- Participants must distance themselves from their professional responsibilities for the duration of the program.
- Full CV submission with application.
The Art & Science of Negotiation
AGENDA
Registration
Welcome Speech
Setting the Stage Part I
Exercise Prep: “Lionel Messi’s Jersey”
Exercise: Negotiating “Lionel Messi’s Jersey”
Exercise Debrief
Questions / Reactions / Roadmap
Setting the Stage Part II
Exercise Prep: Mapletech
Exercise: Mapletech
Coffee Break
Exercise Debrief: Mapletech
Win-As-Much-As-You-Can Exercise Prep / Exercise and Debrief
Review of the morning
Lunch
Exercise Prep: Diego Primadonna
Exercise: Diego Primadonna
Exercise Debrief: Diego Primadonna
Coffee Break
Exercise Prep: Parthenon Consulting roles
Exercise: Parthenon Consulting
Exercise Debrief: Parthenon Consulting / Review of day / Distribution of roles for day #2 Seeport
Questions / Reactions / Roadmap
Exercise Prep: Seeport – similar roles work together
Exercise: Seeport
Coffee Break
Exercise Debrief: Seeport
Stop Action Video: Negotiating Corporate Change
Review of the morning
Lunch
Exercise Prep: Aussie Airlines
Exercise prep: 2 or 3 Way
Exercise: 2 or 3 Way
Exercise Debrief: 2 or 3 Way
Exercise: 2 or 3 Way one more time
Coffee Break
Exercise Prep: Aussie Air - similar roles work together
Exercise Aussie Air
Exercise Debrief: Aussie Air
Dirty Tricks / Course Review
The Art & Science of Negotiation
SPEAKERS
Linda Kaboolian
Wertheim Fellow at Harvard Law School
Linda Kaboolian is the Wertheim Fellow at Harvard Law School. Dr. Kaboolian’s professional experience, research and teaching focus on multi-stakeholder problem solving processes around workplace and public policy issues. She works with labor, management and community groups around improved organizational performance and service to diverse communities.
Labor Management Relations and WinWin Labor-Management Collaboration are topics she has published books, chapters and articles. She also has several years of fieldwork on organizations that bridge racial, ethnic, and class divides.
The Art & Science of Negotiation
REGISTRATION FORM
SUBMISSIONS TERMS & GUIDELINES
We appreciate your interest for the ‘Executive Education’ programs of Athens Tech College.
Unfortunately this specific program is completed.
If you wish to be notified for future events, please fill in the following contact form.
The Art & Science of Negotiation
TESTIMONIALS
-
Very knowledgeable instructor,
THEODOROS STERGIOU, Intracom Telecom
very eager to answer all our questions, very useful exercises -
Very effective, well prepared and communicative instructor.
AGGELOS ARGYROPOULOS, Intrasoft
Very helpful and polite staff. -
Very useful seminar for my career.
GEORGE GALANOS, HOL
Try not to miss it! -
Variety of case studies, interactive presentation, preparation and staff, analytical and reasonable debrief and conclusions. Cooperative and gives the ability to react to different personalities. This seminar gives the opportunity to realize the conditions that may appear in a real case through exercising in a variety of case studies
NICK PSYCHOGIOS, Electrical Engineer -
The ATH/TECH seminar was one of the most interesting and well-organized seminar I have ever attended and it was really a great experience.
ERIDA KOTSI, MBIT student -
Linda Kaboolian is a professional that shares important, substantial and practical information about the subject and not just reproduces theories! It was an excellent experience since there was the perfect balanced mix of theory & practice with a skillful and pleasant instructor in a beautiful and relaxing environment with interesting people participating.
ANNA GYPARAKI, Advertising & Sponsorship Manager
The Art & Science of Negotiation
Where
ATH/TECH is the only specialized tech school in Greece offering degrees in computer science, advanced software engineering and innovation management, at both bachelor’s and master’s levels.
