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

***UPDATED for 2025/26***

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

• Distinguish between different approaches to negotiations, including distributive and integrative forms of bargaining.
• Utilise core negotiation concepts and theory to analyse real-world negotiation situations.
• Apply a range of negotiation and conflict resolution skills – including active listening, questioning, looping and reality-testing – in different negotiation settings.
• Create effective negotiation strategies for securing sustainable outcomes to complex problems.
• Critically reflect upon and evaluate their own negotiation experiences.

Professional Skills

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

N/A

• 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.

(i) Online Forum and Negotiation Reflections (20%): This grade reflects students’ active participation in the discussion topics posted on the online forums throughout the semester as well as their personal reflections on the negotiation simulations/exercises throughout the class.

(ii) Design of a bilateral negotiation simulation (40%): Students will be assigned to pairs to create a bilateral simulation that explores two to three elements of negotiation. Each pair will be required to play another team’s simulation and provide written feedback on its structure and coherence.

(iii) Individual written assignment (40%): For the final assignment students will either analyse a negotiation case study or analyse the experience of a practitioner. The analysis should be submitted two weeks after week 12.

• 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