School of Transnational Governance

Mastering Negotiation Across Boundaries


Date: 23-26 March 2020

Place: European University Institute, Florence

Scientific Coordinators: Brian S. Mandell (Kennedy School of Government) and Kalypso Nicolaidis (University of Oxford)

Deadline: 28 February 2020 

Early bird: 7 February 2020

Many believe that negotiations is as much an art as a science. Whatever the case, being a successful negotiator is a skill that can be learned.  The main comparative advantage one can acquire to become a skilled negotiator is the capacity to understand and shape the negotiating environment before circumstances force him or her to react. Doing that isn't so easy, however. Effective negotiation is not about being stubborn in the face of inevitable change. Nor is it about being passive when challenged. It is about mastering strategic and analytic skills that enable you, as a political or organizational leader, to accurately diagnose problems, build winning coalitions and craft robust agreements.

“Mastering Negotiation Across Boundaries” is a four day Executive Training, that goes beyond other negotiation workshops to address the challenges of negotiating across cultures, organizations and sectors. It offers a systematic approach to preparing and ex an effective negotiation strategy. The training combines an analytical and skill-based approach with the aim to introducing the fundamentals of negotiation analysis and practice with a focus on transnational negotiations. 

What you will learn

  • The tools and frameworks to build sustainable agreements
  • Strategies for consensus building
  • Understanding of the impact of social, organizational & cultural differences on negotiations
  • An opportunity to learn from faculty and expert practitioners
  • A lasting network of peers with similar backgrounds and experience



Scientific Coordinators:

Brian S. Mandell is Senior Lecturer in Public Policy, Director of the Harvard Kennedy School Negotiation Project, and Chair of the Wexner Senior Leadership Program. His teaching and research address the theory and practice of negotiation, emphasizing third-party facilitation and consensus building in domestic and international protracted policy disputes. He writes about contentious disputes and is completing a book on scenario planning for conflict managers and negotiation practitioners. 

Kalypso Nicolaïdis is part-time Professor at the School of Transnational Governance. She is Professor of International Relations and director of the Center for International Studies at the University of Oxford. She was previously associate professor at Harvard University’s Kennedy School of Government. She is chair of Southeastern European Studies at Oxford and Council member of the European Council of Foreign Relations.