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Negotiating Transnational Policy (STG-MA-FCM-NTP)

STG-MA-FCM-NTP

Description

We negotiate every day to fulfill our needs, in personal lives or professional settings, within or among organizations, or nations. As we tend to negotiate on instinct, sometimes our approach works and sometimes it does not. As a class participant, you will learn to better understand yourself and others in negotiation contexts. You will become more aware of your negotiating style, of your strengths and potential areas of improvement. You will build on what you are already good at, and consider proceeding differently when useful. In a nutshell, you will increase and enjoy new sources of negotiation power in order to better navigate negotiating environments in transnational settings.

This course initiates you to negotiation as a science, an art, and a philosophy. It is a science based on the knowledge that a multidisciplinary approach provides, drawing across many fields from game theory to history, political sciences, psychology, and sociology. It is an art based on intuition, know-how and best practices, the skills you can apply, as well as your own capacity to effectively adjust the science to circumstances and to specific audiences. Finally, it is a philosophical endeavor, as you come to use more adequately the powerful means of negotiations for responsible ends. You will develop ways of influencing others responsibly. And you will learn to build bridges between you and the other side, bridges that lead to a meaningful place.

This course on negotiation essentials does not simply provide theories, it is also highly practical, leveraging the “3P” framework with 3 “Pillars:” “People” (relationships), “Problem solving” and “Processes.” This framework helps you prepare, conduct and debrief negotiations. It builds on simulations, exercises, videos, and debriefs, in order to reinforce your understanding and skills in transnational settings. It rests on a “Responsible negotiation” approach to enable you to cooperate and to compete, to comprehend and to convince, and to communicate and contract across and behind the negotiating table. Your journey will make you more reflective than instinctive, more proactive than reactive, more participative than directive, even as you face partners who might be passive, stubborn or aggressive in the face of change.

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