F1GD 5830 - Managing International Negotiations: Theory, Skills & Strategy

***UPDATED for 2023/24***

The ability to negotiate effectively is one of the core competencies of diplomats as well as a vital skill in all areas of professional life. Despite its prevalence as a conflict resolution tool, negotiation is often undervalued and understudied. This course will introduce participants to the underlying theoretical approaches to negotiation in an international context as well as equip them with the practical skills and strategies needed to enhance their individual negotiation capacity. The highly interactive course will involve students participating in negotiation simulations on a range of thematic cases. Preparation and active involvement are essential for students to derive the maximum benefit from the course.

Learning Outcomes

1. Distinguish between different approaches to negotiations, including distributive and integrative forms of bargaining.

2. Utilise core negotiation concepts and theory to analyse real-world negotiation situations.

3. Apply a range of negotiation and conflict resolution skills – including active listening, questioning, looping and reality-testing – in different negotiation settings.

4. Create effective negotiation strategies for securing sustainable outcomes to complex problems.

5. Critically reflect upon and evaluate their own negotiation experiences.

Professional Skills

Oral communication, negotiation, conflict resolution, understanding stakeholders, creative thinking, team work

Jack WILLIAMS

Séminaire

English

- In Class Presence: 4 hours a week / 24 hours a semester

- Online learning activities: 1.5 hours a week / 18 hours a semester

- Reading and Preparation for Class: 3 hours a week / 36 hours a semester

- Research and Preparation for Group Work: 3 hours a week / 36 hours a semester

- Research and Writing for Individual Assessments: 3 hours a week / 36 hours a semester

N/A

Spring 2023-2024

(i) Class participation (10%): This grade reflects students' active participation during the in-class discussions and online forums throughout the semester.

(ii) Preparation and participation in negotiation simulations (30%): During the semester students will take part in three complex negotiation simulations. Students are expected to thoroughly prepare for their roles and actively engage in the simulations.

(iii) Bilateral negotiation simulation (20%): In pairs students will design a bilateral negotiation simulation to demonstrate their understanding of key negotiation concepts.

(iv) Individual negotiation case study analysis (40%): For the final assignment students will complete an individual case study analysis of 2500 words on an ongoing negotiation. The topic of the analysis should be agreed with the instructor in advance. The analysis should be submitted two weeks after week 12.

- Each class will involve regular oral feedback on the in-class simulations.

- Each class will also provide students with an opportunity to discuss and evaluate their own performance as well as the course content.

- Digital office hours will be made available during the semester for students to discuss any issues of understanding with the content of the course.

- Information on all assignments will be distributed in writing as well as discussed orally ample opportunity provided for students to seek clarification on any issues.

- Students will receive written feedback on their individual case study analysis when they receive their grade.