Seminar on Negotiations in International Development

This highly interactive seminar focuses on the development of effective negotiation skills, styles, and strategies, with special emphasis on multilateral negotiation with and within international organizations and companies. Through in-depth analysis of theory and practice with exercises and simulated negotiations, participants will gain the necessary skills to become confident negotiators, overcome impasse in the negotiation process, and utilize strategic tactics to further their own positions and interests. Officials and practitioners from developing countries, who have been confronted by the challenges of negotiating with their domestic and international counterparts as well as international development institutions, would find this seminar highly beneficial.

Course Outline

• Negotiation and conflict styles
• Approaches to negotiation
• Preparing for negotiation
• Process and key stages of negotiation
• Analyzing positions, interests, options, and more
• Techniques and skills
• Exploring power and cultural dynamics
• Overcoming impasse
• Dealing with difficult negotiators
• Multilateral negotiation in international organizations and companies