International negotiations 2104-L-D6NEMI

“Art of International Relations” aims at making student acquainted with the complexity of negotiations in the international relations. The program of classes has been dived into two main parts: the theoretical one (the first eight classes) and the practical one (the last five classes). During the first classes students get the knowledge on methodology, terminology and general concepts. Negotiations are presented in the context of international law, as a tool of diplomacy and mediation, and, moreover, a mean of communication. Furthermore, the determinants of the process of negotiations are presented with the emphasis on the cultural and psychological aspects. Strategies, tactics and tricks are the subject of discussion. Students learn about the structure of the process, the specificities of the language, the role of particular members of the negotiating team, ways of organizing and managing a team of negotiators etc. The theoretical classes are finished with the topic dedicated to the negotiators. On this occasion, students prepare presentations of biographies of chosen influential negotiators, stressing the desired virtues and skills.
During five following topics students analyze specific cases.

- Negotiations aimed at solving a conflict (Israel-Palestinian conflict in the Near East)
- Negotiations on access to an international institution (Poland – the EU)
- Negotiations on setting a legal status of a territory (the status of Arctic)

Working on each of the mentioned cases assumes two stages:
- Analyzing (in a group) preconditions – interest of individual sides involved in negotiations, situation in the region, global geopolitical dynamics, the personality of the negotiators, the role of mediators, the role of cultural factor (perception, stereotypes etc.)
- Conducting mini simulations of negotiations; each time students test different role in the process of negotiations, thus acquiring new skills

Type of course

obligatory courses

Prerequisites (description)

Students should be familiar with the basic terminology form the field of international relations. Moreover, they should have knowledge about the international law and the history of international relation. The basic orientation in the literature and the ability of finding materials are also helpful. It is advisable to have taken part in following classes: Introduction of International Relations, History of International Relations, International Law, Political International Relations, Decision making in International Relations.

Course coordinators

Olgierd Annusewicz
Tomasz Rawski

Mode

Classroom

Learning outcomes

Students acquire knowledge on theory, history and practice of international negotiations. They get acquainted with the existing schemes, strategies, techniques and tactics. They gain awareness of the complexity of negotiating process. They improve ability of team working and presenting in an attractive way their own ideas and views. Their sensitiveness and understanding of dynamics of negotiations increase. They learn how to analyze interest, perception and reaction of participants of negotiations. They are aware of the meaning of nonverbal communication, the role of place and time of negotiations.

Classes are intended to help students learn to analyze problems in international relations and propose eventual solutions that can be achieved by means of negotiations. They can recognize used methods, strategies, tactics, and therefore also adapt their own methods. They explain the reasons of success or defeat of peace talks in specific international conflicts.

Assessment criteria

- presence on lectures and seminars is required (it constitutes the basic requirement for completing the course, but it does not have an effect on the final mark)
- activity during classes [20%]
- paper presentation [20%]
- precondition of the exam: preparing a script of negotiation’s strategy [20%]
- exam in the form of the simulation of negotiating process [40%]

Practical placement

not applicable

Bibliography

- Stanisław Bieleń, Negocjacje w stosunkach międzynarodowych, Oficyna Wydawnicza ASPRA-JR, Warszawa 2013.
- J. Bryła, Negocjacje międzynarodowe, Poznań 1997.
- R.A. Rządca, Negocjacje w interesach. Jak negocjują organizacje, Warszawa 2003.
- J. Z. Pietraś, Decydowanie polityczne, Warszawa 1998.
- K. Bargiel-Matusiewicz, Negocjacje i mediacje, Warszawa 2007.
- K. Kocot, Rokowania dyplomatyczne, Wrocław 1969.
- J. Sutor, Pokojowe załatwianie sporów międzynarodowych, Wrocław 1979.
- M. Deutsch, P.T. Coleman (red.), Rozwiązywanie konfliktów. Teoria i praktyka, Kraków 2005.
- P. Ekman, Kłamstwo i jego wykrywanie w biznesie, polityce i małżeństwie, Warszawa 2003.
- T. Walas (red.), Narody i stereotypy, Kraków 1995.
- R.R. Gesteland, Różnice kulturowe a zachowania w biznesie. Marketing, negocjacje i zarządzanie w różnych kulturach, Warszawa 2000.
- M. Kendik, Negocjacje międzynarodowe, Difin, Warszawa 2009.
- H. Brdulak, J. Brdulak, Sztuka i technika negocjacji handlowych, Warszawa 1996.
- R. Fisher, W. Ury, B. Patton, Dochodząc do Tak. Negocjowanie bez poddawania się, Warszawa 1994 i nast. wyd.
- W. Ury, Odchodząc od Nie, Warszawa 1995.
- V. A. Kremenyuk (ed.), International Negotiation. Analysis, Approaches, Issues, Oxford 1991.
- G. I. Nierenberg, Sztuka negocjacji jako metoda osiągania celu, Warszawa 1994.
- J. Kamiński, Negocjowanie. Techniki rozwiązywania konfliktów, Warszawa 2003.
- U. Kałążna-Drewińska, Negocjacje w biznesie. Kluczowe problemy, Wrocław 2006.
- I. William Zartman, M. R. Berman, The Practical Negotiator, New Haven 1982.
- A. Aleksy-Szucsich (ed.), The Art of International Negotiations, “Żurawia Papers” 2009, vol. 14.
- S. Trzeciak, Gra o Europę. Negocjacje akcesyjne Polski z Unią Europejską, Warszawa 2010.
- Wybrane artykuły z “International Negotiation. A Journal of Theory and Practice”

Additional information

Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system:

Description of 2104-L-D6NEMI in USOSweb