International negotiations 2104-UPIR-D5INNE
International negotiation
I. Course introduction.
II. International negotiation – definitions, metaphors, theories. Basic concepts of negotiation. An overview of negotiation approaches – structural, strategic, process oriented, behavioral, integrative.
III. Process approach to negotiation. Negotiation cycle - phases in international negotiation.
IV. Diplomatic negotiation – a view from international relations. Negotiation as dispute settlement; “an international diplomatic culture”.
V. Diplomatic negotiation – role of mediation in international negotiations
- case study: Camp David Accord
VI. The strategy and style matrix – negotiation strategies (distributive/predatorial; integrative; ZOPA; reservation point; bottom lines); identification of negotiation styles (soft, hard, principled). Negotiators’ types; how to organize a negotiation team.
- Test: Identification of a preferred negotiation style
VII. Role of a context and culture in international negotiations: negotiation’s environment – psychological, operational, cultural, material; time; language; place; perception in international negotiation
VII-IX Negotiation styles of selected countries/ cultures.
Oral presentations on selected negotiation cultures:
USA; Asian countries (China; India; Japan; South Korea); selected Latin American countries; differences between European countries’ negotiation styles – Russia; Scandinavia; Germany; Spain; Italy; Poland...
X. Power in international negotiations.
- case study: Russia-Ukraine and Russia-EU political crisis
XI. Communication in international negotiation - verbal and non-verbal communication; communication barriers; intercultural communication dynamics; giving and getting information; persuading – arguing, promising, appealing.
XII-XIII. Simulation game
Type of course
Prerequisites (description)
Course coordinators
Learning outcomes
Student can:
- describe the key approaches to international negotiation;
- identify and describe different phases, strategies, styles and tactics involved in negotiation process;
- explain cultural differences in international negotiation;
- plan the negotiation process i.e. prepare to each negotiation phase and create a negotiation strategy.
Student will also improve negotiation skills and an ability to develop persuasive arguments.
Assessment criteria
• Interactive lectures, including power point presentations and the use of audiovisual materials;
• Group discussions, including an analysis of international negotiation case studies, cross-cultural negotiation styles, persuasive communication
• Practical negotiation exercises
• Test on preferred individual negotiation style
• Multilateral simulation game of international negotiation
1. Attendance/active participation – the nature of this course assumes active participation of students which involves: readings, qualitative contributions to seminar discussions, preparation of case studies; activity in negotiation exercises
2. National negotiation style–oral presentation - optional
3. Final exam-Simulation game
activity in the pre-negotiation process (preparation of the simulation game) and the negotiation phase
Instructions for students for the final simulation game:
Phase O. (Defining a problem)
- October - Selection of a problem for international (quadrilateral) negotiation – deadline for students’ proposals by the end of October classes – students prepare 2-3 proposals;they should focus on topics that enable to present different negotiation cultures (eg. US-China-Russia-Japan; Germany-Greece/Italy-UK- France; etc.);
Phase 1 and 2 (Diagnostic and pre-negotiation)
- October – selection of each negotiation team members; Setting an agenda (2-3 negotiation rounds)and a place of negotiation (who is hosting) - Intra-group and inter-groups consultations on an agenda.
- November- presentation of an agenda; and intra-group work on:
Negotiation strategy (it should include: opening position, SWOT, list of interests and aims, BATNA or reservation points, preferred style and tactics; description of the group-roles, detailed description of your team – who is responsible for what)
- December - strategy
- January - Opening position – this should be also handed to the other party
Phase 3 - Negotiation - January - simulation game
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: