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Tailor Made Negotiations

Short Overview
This is an intensive program that covers the whole range of activities during a negotiation’s episode, namely:
  1. the formation of the negotiation’s vision,
  2. the modeling of the negotiation’s episode, i.e., the identification of its main parameters,
  3. the development of the compatible strategy based on the modeling,
  4. the determination of the compatible tactics, in terms of strategy and modeling, and
  5. the selection of the most effective practices in terms of tactics and modeling.
Therefore, the TMN method is based on the harmonization of the contents of: Vision - Modeling - Strategy - Tactics - Practices . In this manner any incompatibilities, which would result in possible losses or deviations from the optimum outcome, are avoided.
Learning Goals
At the end of the program, the trainees will be able to achieve high negotiations efficiency since they will be able to model their behavior according to any negotiation scenario. The trainees prove their negotiations knowledge and skills through a 1.500-word paper, in which they describe and analyze, in the way they have learnt, an actual negotiation case of theirs.
Program Value
Our approach is interpretive and consequently allows both the modeling on a case-by-case basis and the other side’s behavior prediction, resulting in increased negotiations efficiency. The fact remains: professionals from numerous, disparate areas are interested in negotiations. Indeed, our mantra is: "Each relationship involves negotiations". Finally, our program’s content enables the use of the Negotiations’ GPS, a consulting tool for handling all types of negotiations (www.negotiationsgps.com).
Teaching Material
The program is based on the book "'Η Στρατηγική των Διαπραγματεύσεων, Ένας εναντίων Όλων", also published by Palgrave MacMillan, under the title: "Negotiating Strategically, One Versus All". There is also supporting educational material which includes tables and figures that standardize and facilitate the understanding of the content.
Evaluation Method And Final Grade Computation
Assessment of individuals takes place either through the development of a trainee's negotiation work of approximately 1,000 words or through the analysis of one of the 729 incidents of the Negotiating GPS. The assessment is graded with the designation: "acceptable" or "rejected".
Section Organization
The Program's modules map to the above-mentioned topics of a negotiating episode. The modules include five Role Plays, which are presented by four professional actors.
Learning Method Description
The program uses the eLearning educational method: learning takes place purely asynchronously (that is, on days and hours that serve the trainee, without mandatory attendance at a specific time or day), exclusively remotely (using a special educational platform via the internet from the trainee's area) and using digital educational tools such as video lectures, interactive self-assessment exercises, and other elearning tools that ensure effective and flexible individual self-learning. The program's training material becomes available at specific time periods, based on the training path followed, and then remains available on the training platform without restrictions throughout the duration of the program. There will also be a limited amound of live teaching and possibly a role-playing exercise.
Teaching Language
Application deadline: 15/05/2024
Program start: 22/05/2024
Program completion: 20/08/2024
Way to follow
ECTS units: 2
Hours of asynchronous training: 40
Includes training hours (indicative) using an asynchronous distance learning (eLearning) platform.
Additional hours of employment: 20
Additional hours of work are included (indicative) and may include individual study, writing assignments, participation in field visits, participation in exams, etc.
Total hours: 60
The total hours include hours of synchronous and asynchronous training, as well as additional hours of employment.
Weeks of training: 12
Weeks in which activities of any kind are planned are included.
Vocational Education and Training Certificate
Trainees who successfully complete the program are granted a Vocational Education and Training Certificate of the Center for Education and Lifelong Learning of the Athens University of Economics and Business, which is accompanied by a Supplement to the Certificate, detailing the subject of the program, the thematic units attended by the trainee , as well as the training methodology followed.
Target Audience
According to our students’ professional background for the last twelve years, the following kinds of professionals have the most acute need for negotiation knowledge and skills:
  1. Managers (sales, procurement, marketing, human resources management, financial management, crises management, general management, project management, etc.)
  2. Lawyers & Mediators
  3. International Affairs specialists
  4. Communications specialists
  5. Entrepreneurs
  6. Executives of the Armed & Security Forces
    Scientific Responsible
    Program Tutors
    Mode And Frequency Of Communication
    Communication between instructors and trainees is purely asynchronous, via emails and/or personal messages through the training platform. If required, there can be live communication.
    ELEARNING: 380€
    The total amount of tuition is 380€ and is paid in one installment, before the start of the program.
    Trainees are informed of the installment amounts and related deadlines via email upon their acceptance into the program.


    46, Kefallinias Str., 11251, Athens

    • dummy kedivim-opa@aueb.gr

    • dummy+30 210 8203 912

    For the in Class programs:

    • dummydz@aueb.gr

    • dummy+30 210 8203 916, 912, 914

    For the eLearning Programs:

    • dummysecretary@elearning.aueb.gr

    • dummy+30 210 8203 753

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