International Multilateral Negotiation

START:
July 4, 2017
DURATION:
1 day

The aim of the course “International Multilateral Negotiation” is to present the participants with the knowledge on negotiation as a multi-party decision-making process. During the course the participants will be presented with the knowledge on key elements of negotiation (interests, BATNA, issues, criteria, propositions, commitments, relationships) as well as a tool for preparation for negotiation. Particular attention will be given to the process of coalition building and value creation in a multi-party negotiation. The participants will also have an opportunity to practice their negotiation skills in the simulation game that will be played during the second part of the course. The purpose of the game is to allow the participants to get experience as negotiators in a situation of a multi-party and multi-issue negotiation and to experiment with the knowledge acquired during the first part of the course. After the game a joint debriefing session is held, where the outcomes and experiences of the participants are discussed and feedback is given from the trainer.

Competencies:

Knowledge:

  • Knowledge on negotiation as a multi-party decision making process

  • Knowledge on key elements of negotiation

  • Knowledge on the process of creating and claiming value in negotiation

  • Knowledge on coalition building in negotiation

Skills:

  • Ability to prepare to negotiation

  • Ability to conduct interests-based negotiation

  • Ability to assess own skills as a negotiator