Negotiation is one of the most powerful skills you can develop to become more productive and successful in your career. We use our negotiation skills every day, whatever our profession. This course will help you develop effective negotiating strategies by exploring topics such as hard-bargaining vs. problem-solving approaches, interests vs. positions, coercive leverage vs. normative leverage, short-term agreements vs. long-term relationships, as well as the many ways in which culture affects attitudes and behaviors, and the complexities of multi-party negotiation. What are the keys to obtaining successful outcomes in negotiations? Participants will learn how to plan and prepare for a negotiation as well as useful tactics they can employ now. This course is designed to be of value for professionals in situations ranging from policy coordination to crisis negotiations to high-level diplomatic encounters.

Colombian women mediators taking part in a dialogue in Colombia. Photo by USIP
Colombian women mediators taking part in a dialogue in Colombia. Photo by USIP

Course Overview

Negotiation is one of the most powerful skills you can develop to become more productive and successful in your career. We use our negotiation skills every day, whatever our profession. This course will help you develop effective negotiating strategies by exploring topics such as hard-bargaining vs. problem-solving approaches, interests vs. positions, coercive leverage vs. normative leverage, short-term agreements vs. long-term relationships, as well as the many ways in which culture affects attitudes and behaviors, and the complexities of multi-party negotiation.

Learning Objectives

  • Gain a deeper understanding of what negotiation does for your professional and personal life
  • Strengthen your knowledge of the emotional intelligence and skills that make you a better negotiator
  • Get a sense of the tactical dimensions of negotiation; what to say, how to say it, and how to better arrange the landscape of elements in your negotiation world
  • Understand the different skills and strategies required by more complex negotiations, such as those involving multiple parties

Agenda

Chapter 1

The first chapter provides an overview of negotiation, including its basic elements of substance and process and the barriers and biases that can cause negotiations to go wrong. You will be immersed in a scenario that touches on these issues as well as the power and value of persuasion, personal negotiation styles and preferences, and emotional intelligence (which includes self-awareness, empathy and assertiveness).

Chapter 2

Chapter two will explore the keys to obtaining successful outcomes in negotiation. Through a decision-making scenario you will learn how to plan and prepare for the negotiation. This involves investigating shared, compatible and conflicting interests, power asymmetry and leverage, as well as identifying the impact of timing in negotiation. These principles apply across a broad range of situations where negotiators seek to reduce or resolve differences in ways that benefit all parties involved.

Chapter 3

What you do at the negotiation table matters. In the third chapter you will learn tactical choices you can make regarding the parties, the issues, and the processes you use in negotiation. You will be immersed into a decision-making scenario to learn about negotiating alone versus in a team, how to hand off a negotiation, implementation and renegotiation, while understanding the impact of secrecy and publicity on your negotiations.

Chapter 4

There are many ways in which culture impacts negotiations. Culture influences attitudes and behaviors regarding who gets to the table, how much authority negotiators have and how willing they are to take risks. Some of our most important negotiations—whether it is countries negotiating a climate change treaty, warring factions trying to get a ceasefire or civil society groups working to change government policy—involve numerous parties. Large numbers of people at the negotiation make bargaining more complex, but also potentially more rewarding. In this fourth and final chapter, you will learn about the many ways culture plays a role in negotiation through participating in a decision-making scenario. Furthermore, you will learn about the complexities of multi-party negotiations including the roles of coalitions, facilitators and implementation.

Instructor

Related Publications

Report of the Expert Study Group on NATO and Indo-Pacific Partners

Report of the Expert Study Group on NATO and Indo-Pacific Partners

Monday, February 19, 2024

The North Atlantic Treaty Organization (NATO) and its four partner countries in the Indo-Pacific—Australia, Japan, the Republic of Korea (ROK), and New Zealand—have entered a period of increased engagement. This engagement is taking shape in the context of the war waged by the Russian Federation (Russia) against Ukraine, NATO’s growing awareness of the security challenges posed by the People’s Republic of China (China), and important structural changes in the international system, including the return of strategic competition between the United States and China and Russia. It is occurring not only in bilateral NATO-partner relations but also between NATO and these Indo-Pacific countries as a group.

Type: Report

Conflict Analysis & PreventionCivilian-Military RelationsGlobal PolicyMediation, Negotiation & Dialogue

Why Now? The Tortured History of Iran’s Hostage Seizures

Why Now? The Tortured History of Iran’s Hostage Seizures

Wednesday, September 20, 2023

By: Robin Wright

In January 1981, I stood at the foot of the Air Algerie flight that flew 52 American diplomats to freedom after 444 days as hostages in Iran. Some of them were my friends. I still remember their gaunt appearances after being caged and cut off from the world for so long as they quietly disembarked. That original hostage crisis was a turning point in U.S. history in the 20th century — and has shaped angry American views of the Islamic republic ever since.

Type: Analysis

Mediation, Negotiation & Dialogue

70 Years After the Armistice, the Korean Peninsula Still Struggles for Peace

70 Years After the Armistice, the Korean Peninsula Still Struggles for Peace

Monday, September 11, 2023

By: Bong-geun Jun

On July 27, 1953, military commanders from the United States, North Korea and China signed an armistice agreement that ended the hostilities of the Korean War. The parties agreed to a “complete cessation of hostilities and of all acts of armed force until a final peaceful settlement is achieved.” They also recommended holding a “political conference” within three months for “the peaceful settlement of the Korean question.” After 70 years of truce, however, peace on the Korean Peninsula is still elusive.

Type: Analysis

Mediation, Negotiation & Dialogue

Il y a une voie à suivre en Haïti - mais ce n'est pas celle que nous suivons

Il y a une voie à suivre en Haïti - mais ce n'est pas celle que nous suivons

Thursday, June 29, 2023

By: Keith Mines

Il existe peu de crises internationales où la tension entre l'aide internationale et les solutions locales est plus conflictuelle qu'en Haïti. L'incapacité à trouver un juste équilibre explique en grande partie l'incapacité à résoudre la crise au cours des deux longues années qui ont suivi l'assassinat du président haïtien. Le pays a une longue liste de besoins, y compris sur des questions urgentes et immédiates telles que la sécurité alimentaire, les soins de santé, la violence endémique des gangs et l'éducation. En fin de compte, Haïti a besoin d'une élection crédible et transparente pour réinitialiser son système politique.

Type: Analysis

Democracy & GovernanceMediation, Negotiation & Dialogue

View All Publications