Negotiation Analysis - Theory and Practice of Cross-Sectoral Negotiations


Brian Mandell, Direktor des Kennedy School Negotiation Project der Harvard Kennedy School (HKS) vermittelt in einer zweitätigen Masterclass Theorie und Praxis sektorübergreifender Verhandlungsführung.

The art and practice of negotiation is a core competency for future leaders in all sectors. In addition, negotiating across sectoral borders becomes increasingly important. Politicians have to find solutions to social problems together with NGO activists, scientists, and business leaders. Corporate CEOs need to be able to deal with advocacy groups as well as politicians.

To achieve mastery in negotiation, leaders need a combination of analytical and interpersonal skills. Analysis is important because negotiators cannot develop promising strategies without a deep understanding of the context of the situation, the interests of the other parties, and the range of possible moves and countermoves. Analytical tools can help achieve higher success for oneself, but also for all other parties involved. Interpersonal skills are important because negotiation is essentially a process of communication, trust building (or breaking), and mutual persuasion.

Through interactive negotiation simulations, this Master Class offers participants ample opportunities to practice their powers of communication and persuasion and to experiment with a variety of negotiation tactics and strategies. The set of simulations covers negotiations from various sectors as well as cross-sectoral multi-party negotiations.

Vermittelte Kompetenzen

fortgeschrittene Fähigkeiten der guten Verhandlungsführung; richtige Verhandlungsvorbereitung; Feedback zur eigenen Verhandlungspraxis; Bewusstsein für Sach- und Beziehungsebene in Verhandlungen

| Dozent

Dr. Brian S. Mandell ist Direktor des Kennedy School Negotiation Project und Senior Lecturer in Public Policy an der John F. Kennedy School of Government der Harvard University. Vor seiner Zeit an Harvard lehrte er an der Norman Paterson School of International Affairs an der Carleton University in Ottawa. Zuvor arbeitete er als Strategic Analyst für das Kanadische Verteidungsministerium mit Fokus auf UN Friedenssicherung. Er ist Vorsitzender des Wexner-Israel Fellowship Program sowie Pew Faculty Fellow und Senior Lecturer am Harvard Belfer Center for Science and International Affairs. Mandell promovierte an der University of Toronto

Diese Veranstaltung findet in englischer Sprache statt und wird in Kooperation mit der Dräger-Stiftung durchgeführt.

Preliminary Schedule of the Masterclass

Monday, May 14, 2012

09:30 – 10:00 Registration

10:00 – 10:15 Welcome of Participants & Program Introduction

10:15 – 10:30 Roadmap for the Program

10:30 – 11:15 Set, Manage, Close & Tri-Sector Competence

11:15 – 01:15 Simulation 1

01:15 – 02:15 Lunch (main lecture room)

02:15 – 04:45 Simulation 2

04:45 – 06:15 Simulation 3

06:15 – 07:00 Lessons Learned: From Insight to Action I

08:00 Dinner at HBC with keynote speaker Thomas Heilmann

Thomas Heilmann is Berlin’s Senator for Justice and Comsumer Protection (equals minister at state level). He is the founder and was long-time CEO of Germany’s most influencial PR agency, Scholz & Friends. He was a key player in several negotiations in the private and public sectors, including the recent negotiations for the current coalition of social democrats and conservatives in Berlin’s state parliament, and the take-over negotiations of the ailing German department store giant Karstadt by US investor and philanthropist Nicolas Berggruen.


Tuesday, May 15, 2012

9:00 – 9:30 Lecture

9:30 – 12:30 Simulation 4

12:30 – 1:45 Lunch, Brasserie Desbrosses, Ritz-Carlton Hotel

1:45 – 2:45 Lecture

2:45 – 3:00 Break

3:00 – 6:15 Video Analysis

6:15 – 7:00 Lessons Learned: From Insight to Action II


Wednesday, May 16, 2012

9:00 – 9:15 Introduction to multi-party negotiation

9:15 – 11:15 Simulation 5

11:15 – 12:00 Introduction to Simulation 6

12:00 – 1:00 Lunch (location depending on weather conditions) and prep-by-role

1:00 – 3:30 Simulation 6

3:30 – 4:45 Applying Lessons Learned to Your Negotiation Challenges

4:45 – 5:00 Wrap-Up


Dr. Brian Mandell (Kennedy School Negotiation Project (HKS));
Thomas Heilmann (Unternehmer und Politiker (CDU))

14.05.2012 bis 16.05.2012