F1HH 4310 - Introduction to Negotiation

Negotiation constitutes a strategic skill for anyone willing to work in the fields of human rights and humanitarian action. Be it internally (with colleagues, team members, or hierarchy), or externally, developed negotiation skills make a difference. Effective negotiation is based on personal skills (which can always be improved), and on methods, techniques, and tools (which can be learned). Building on your own experience, this workshop will help you do “first things first” for more effective negotiations.

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This seminar will be very interactive. Students will be invited to participate in negotiations simulations (role plays), that they will (a) prepare either in class or before class, then (b) run with fellow students, in pairs or in teams, and (c) debrief with the professor in a plenary session. Summary lectures will end each session to clarify the tools and concepts. Experience sharing will be encouraged.

• Attendance and active participation 30%
• Written Analysis – 70%: Students will be asked to analyze a real negotiation and will use the tools and concepts presented in this class to do so.
• Part I: each student will be asked to pick a real negotiation, provide a description of the case, explain why this is a noteworthy example, and provide a stakeholder mapping [individual assignment – 25%]
• Part II: in teams of 3 people, students will be asked to go further on one of the real negotiations one of them worked on for Part I of the assignment. From there, they will be asked to (1) analyze this negotiation through the 10 elements of negotiation preparation presented during the seminar, and (2) focus on a particular issue that is relevant in that case (e.g., conflict management, coalition building, communication towards stakeholders, etc.). Maximum 4 000 words [group assignment – 45%]

The course is built around a series of negotiation exercises. While the class officially meets at scheduled course times, you will be asked to prepare outside class most of the simulations: at the end of each session, students will receive some simulation materials that they will be asked to read outside class so they come prepared for the next session. Students need to be prepared for each negotiation simulation in order to ensure the best learning experience for themselves and their classmates.