International Negotiation as a Scientific Art | June Mixer

​The session will be built on two of Howard Raiffa’s key works: "The Art and Science of Negotiation" and "Negotiation Analysis", alongside insights from various studies that explore the intersection of gender and negotiation. We will examine core concepts by framing “science” as a structured, analytical approach to problem-solving, and “art” as the set of interpersonal skills that enable individuals to persuade and remain open to persuasion.

​At its core, the session aims to reposition negotiation as a dance floor rather than a chessboard. Instead of viewing negotiation as a battle between opposing sides, participants will be encouraged to see it as a collaborative process: an invitation to create value together, where the interests of all parties are considered, even if not fully satisfied. The discussion on gender will introduce the idea of masculine and feminine traits as a continuum rather than a binary, drawing on literature that highlights how these characteristics have been socially and historically constructed.

​By the end of the session, participants are expected to gain practical insights into working collaboratively with business partners. Particular emphasis will be placed on the role of soft skills, intuition, and relational awareness as essential components of effective negotiation.