The Art & Science of Negotiation | ATH/TECH


Led by Harvard University Professor Linda Kaboolian

ATH/TECH College

The Art & Science of Negotiation


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


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


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.


  • 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

Day 1
17:00 - 17:30


17:30 – 17:45

Welcome Speech

17:45 – 18:30

Setting the Stage Part I

18:30 – 19:50

Exercise Prep: “Lionel Messi’s Jersey”

19:50 – 20:15

Exercise: Negotiating “Lionel Messi’s Jersey”

20:15 – 20:30

Exercise Debrief

Day 2
09:00 – 09:15

Questions / Reactions / Roadmap

09:15 – 10:00

Setting the Stage Part II

10:00 – 10:30

Exercise Prep: Mapletech

10:30 – 11:00

Exercise: Mapletech

11:00 – 11:15

Coffee Break

11:15 – 12:00

Exercise Debrief: Mapletech

12:00 – 12:45

Win-As-Much-As-You-Can Exercise Prep / Exercise and Debrief

12:45 – 13:00

Review of the morning

13:00 – 13:30


13:30 – 14:00

Exercise Prep: Diego Primadonna

14:00 – 14:30

Exercise: Diego Primadonna

14:30 – 15:00

Exercise Debrief: Diego Primadonna

15:00 – 15:15

Coffee Break

15:15 – 15:45

Exercise Prep: Parthenon Consulting roles

15:45 – 16:15

Exercise: Parthenon Consulting

16:15 – 17:15

Exercise Debrief: Parthenon Consulting / Review of day / Distribution of roles for day #2 Seeport

Day 3
09:00 – 09:30

Questions / Reactions / Roadmap

09:30 – 10:00

Exercise Prep: Seeport – similar roles work together

10:00 – 10:45

Exercise: Seeport

10:45 – 11:00

Coffee Break

11:00 – 11:45

Exercise Debrief: Seeport

11:45 – 12:45

Stop Action Video: Negotiating Corporate Change

12:45 – 13:00

Review of the morning

13:00 – 13:30


13:30 – 14:00

Exercise Prep: Aussie Airlines

14:00 – 14:15

Exercise prep: 2 or 3 Way

14:15 – 14:30

Exercise: 2 or 3 Way

14:30 – 14:45

Exercise Debrief: 2 or 3 Way

14:45 – 15:00

Exercise: 2 or 3 Way one more time

15:00 – 15:15

Coffee Break

15:15 – 15:45

Exercise Prep: Aussie Air - similar roles work together

15:45 – 16:30

Exercise Aussie Air

16:30 – 17:00

Exercise Debrief: Aussie Air

17:00 – 17:30

Dirty Tricks / Course Review

The Art & Science of Negotiation

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





We appreciate your interest for the ‘Executive Education’ programs of Athens Tech College.
Unfortunately this specific program is completed.

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    For information regarding the seminar’s fees and to learn more about the admission process please:
    E-mail: [email protected]
    Call: +30 210 8088008-9
    Fax: +30 210 8088968

    The Art & Science of Negotiation

    • Very knowledgeable instructor,
      very eager to answer all our questions, very useful exercises

      THEODOROS STERGIOU, Intracom Telecom
    • Very effective, well prepared and communicative instructor.
      Very helpful and polite staff.

    • Very useful seminar for my career.
      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


    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.