Responsible Negotiations Across Nations

Programme Description

Negotiating is both an art and a science, which makes it a challenge but a rewarding one. At the School of Transnational Governance (STG), we emphasise the pursuit of both more effective and more responsible negotiations. In contrast to generic negotiation training, we aim to reinforce your capacity to understand yourself and others in negotiation contexts, as well as to shape your negotiating environment and its outcomes in transnational settings. Our training methods will make you more reflective than instinctive, more proactive than reactive, more participative than directive, even as you face partners who might be stubborn in the face of change, passive when challenged, or aggressive when feeling threatened. Responsible negotiation is about enabling you with strategic, analytic and interpersonal intelligence that help you, as a leader, to accurately diagnose problems and craft creative solutions, build winning coalitions, sustain strong partnerships, and structure processes that yield robust agreements and timely implementation.

This third edition of “Responsible Negotiation Across Nations” is a six-session executive training, which address the challenges of complex interactions and communication across cultures and sectors while engaging many stakeholders. It provides a systematic framework to prepare, conduct and debrief your negotiations. The training combines role-plays and best practices in order to strengthen your skills in transnational contexts. You will become more aware of your own negotiation style, and develop ways of influencing others more responsibly.

At the conclusion of the executive training, you will receive a certificate issued by the European University Institute.

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Learning methods

• Preparation and application exercises;
• Teamwork and collective problem solving;
• Role-plays, mini-cases, and simulations;
• Interactive debriefings and discussions about ethical dilemmas;
• Intercultural peer-to-peer exchanges;
• Video excerpts and analysis;
• Comparative approaches;
• Summary lectures and PPT presentations from leading experts;
• Further readings to deepen your knowledge;
• By blending experts’ inputs and learners’ interaction, this executive training also creates an enabling environment for peer-learning and networking.

 

Learning outcomes

By they end of the programme, participants will be able to:

• Prepare, conduct and debrief negotiations on- and off-line;
• Develop a multi-disciplinary approach and a cross-regional perspective on international negotiations;
• Expand their responsible negotiation framework to address people, problems, and processes;
• Use a preparation grid, with stakeholders’ mapping, problem-solving, and process of next steps;
• Define a three-step practical structure to manage meetings effectively;
• Enhance active communication balancing comprehending and convincing;
• Create a negotiation matrix to build consensus and sustainable partnerships;
• Have a better understanding of themselves as negotiators; and keys for self-development;
• Exchange ideas with leading experts on how to be more successful in complex negotiations.

 

Who should attend

• Mid-career professionals engaged in negotiations across borders;
• National and international civil servants;
• Political and technical advisers;
• NGO professionals;
• Corporate leaders engaged in public/private partnerships.