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Mastering Negotiation: Building Agreements Across Boundaries

Program Session(s):
April 8, 2018 - April 13, 2018

Application Deadline(s):
February 8, 2018

Program Fee:$8,500

Program fee includes: tuition, housing, curricular materials, and most meals.

Click here to see this program’s Executive Core Qualification (ECQ) alignment.

This program qualifies for an Executive Certificate.

Faculty Chair: Brian Mandell, Kessely Hong 

Program Director: John Williams

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"In this turbulent era, the only dependable advantage in negotiations is the capacity to understand and proactively shape the negotiating environment before circumstances force you to react. Achieving such strategic prudence is not easy. Effective negotiation is not about stubborn rigidity in the face of inevitable change. Nor is it about retreating to a state of passive compliance when hard-nosed challengers knock at your door. It is about mastering an advanced toolkit of strategic and analytic skills that enables organizational leaders to accurately diagnose problems, build winning coalitions, and craft robust agreements. In short, it is about shaping one’s circumstances before they shape you.”

-Brian Mandell, Faculty Chair, Mastering Negotiation

Mastering Negotiation: Building Agreements Across Boundaries goes beyond other negotiation workshops in acknowledging and addressing the challenges of negotiating across cultures, organizations and sectors. Mastery of one’s own sector is no longer sufficient. In a world of intensely multifaceted economic, political and social problems, sustainable solutions necessitate achieving consensus among an unprecedented variety of stakeholders. Therefore, the program examines the effects of both social and organizational culture on negotiation, while at the same time helping participants develop the adaptive skills they need to translate their effectiveness to other settings.


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