International Summer School on Negotiation (ISSN)

August 11, 2014

August 22, 2014

10:00 To 04:32

Yerevan, Armenia

are you going to attend International Summer School on Negotiation (ISSN)?
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Event Description

Why this summer school?
Like it or not, you are a negotiator. Everyone negotiates something every day. You negotiate with your family about where to spend the weekend. You discuss a raise with your boss. You try to agree with a stranger on the price of his house. We buy and sell, manage workers and work for managers, deal with friends, family, colleagues, merchants, organizations, and institutions all the time. 

But how does one become an effective negotiator? Life and job experience certainly plays a role, but for most, taking their negotiation skills to the next level requires outside training.

Designed to accelerate your negotiation capabilities, «International Summer School on Negotiation» based on Harvard developed concepts and methodologies examines core decision-making challenges, analyzes various negotiation scenarios, and provides a range of competitive and cooperative negotiation strategies and tools. This program will help you shape important deals, negotiate in uncertain environments, improve working relationships, claim (and create) more value, and resolve seemingly intractable disputes. In short, this 12 day program will prepare you to achieve better outcomes at the table, every single time.

Unforgettable intercultural experience!
ISSN aims to provide a unforgettable and rich intercultural experience where people from different countries and culture bring their touch and insights to the summer school creating a synergy of learning and new friendships. 
Discover Armenia!
Participants will have opportunities to discover Armenia during their stay. Optional excursions and trips will be organized making stay both as relaxing and fun as possible!

Location: Yerevan, Armenia
Working language: English
Daily core training hours: 10:00-14:00


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Negotiator’s skills set
The training aims to develop the following skill sets:
1. Problem Solving skills
2. Relationship management skills
3. Strategic process design skills
4. Communication skills.

Key Topics
1. Distributive and integrative bargaining
         – Anchoring , ZOPA, Information asymmetry.
2. The 7 elements of principled negotiation
         – Communication, relationship, interests, options, objective criteria, BATNA, commitment
3. How to change the game and confront manipulative techniques.
4. Trust  in negotiation.
5. Multi-party negotiations: Coalition building and breaking
6. Strategic management of negotiation processes.
7. Emotions in negotiations: going beyond reason.

Since the aim is to develop skills, 80% of the course is practice and 20% is theory. Participants will take part in various real-life based negotiation simulations which will be recorded and analyzed step by step to reach maximum learning.

Sample list of role-play simulations:

  • Neighbors negotiating over sales of adjacent lot.
  • Applying for a job: negotiation over salary and terms of work.
  • Negotiation between a client and service provider regarding unmet demands.
  • Business and property sales negotiation between two companies.
  • Real estate developer negotiations with the city council for project approval.
  • International negotiations regarding the price of a commodity.
  • 10 party, multi-issue, emotionally loaded negotiations regarding the fate of an urban construction project. Includes both internal and external negotiations.
  • Coalition building and coalition breaking exercises.
  • 5 party, multi-issue negotiations between actors from public and private sector as well as union and activist groups over 3 billion dollar worth investment project with potential environmental repercussions.

The participant is at the center. The analysis, discussions, and the flow of learning will be constructed on the spot upon participant’s personal experience. Participants will learn how to ‘read’ negotiation elements and techniques through various movie clips of real life negotiations. 

Participants will get a full range of negotiation materials and resources. Reading materials will be provided both in electronic and paper format. During their stay, participants will have free access to NegotaitionLab library and resources.

Certificate will be given upon successful completion of the course.

Who is delivering the course?


Dikran Bertizian
Dikran is an entrepreneur trained by Conflict Management Group (Cambridge, MA, USA) in negotiation, conflict management and policy analysis using methods, materials and cases developed by Harvard Negotiation Project. 
He has been a speaker, trainer and moderator for various local, regional and international events in Middle East, North Africa, Europe and Caucasus regions…. more

Tuition and material costs are fully covered

Registration fee
For Armenian participants: 45,000 AMD per person
For international participants: 350 EUR per person.
In case of group registration (4 persons and more) 10% discount is given.

Travel , accommodation and lodging must be covered by the participant.
Upon participant’s request, we can organize affordable and comfortable accommodation and lodging in the heart of downtown Yerevan close to the training center for 25 euro/day (300 euro for the full duration). If you need more information, please contact us!

How to apply?
To apply, please fill in and submit the application form below.

Important notice!  Only few seats remain at ISSN 2014! Applications are evaluated as they come. To increase your chances for being accepted apply as soon as possible.

Application deadline: 15 July 2014

When accepted you will receive a notification and acceptance letter and will be asked to confirm your participation by paying the non-refundable registration fee. Registration is final only upon payment of the registration fee.

Once registered, you will get full practical information regarding the program, travel, stay, country…etc.
You will also receive electronic reading materials to help you prepare and make the most of ISSN. 
Assistance for obtaining entry visa and booking best flights and cheapest routes will be given.

If you have any questions, please do not hesitate to contact us.


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