Week 37: International Negotiations

The objective of this two-part course is the development of systematic skills in diagnosing and managing trade related negotiations at bilateral, plurilateral and multilateral levels. It is an experience based course consisting of presentations of negotiation theory and concepts followed by application in class through negotiation exercise and a large scale negotiation simulation. More specifically, the aims of the Course are: - to increase participants’ awareness about negotiation - to provide ”theory for practitioners” – some concepts and tools for thinking about negotiation - to enhance participants’ skills in diagnosing and managing trade related negotiations - to give participants some real view on how negotiations are done at the WTO - and finally to learn from experience, and from each other, so we all keep getting better. The students are provided with behavioural and strategic instruments developed by Felix Addor and/or international negotiation centres. Negotiation exercises are drawn from different contexts, from legal to personal, from bilateral to multilateral. Part II of the course, the International Negotiation Workshop, provides the students with a complex negotiation simulation based on an international real life trade negotiation. Students will gain experience in using negotiation techniques and trade related case material. Methods to accomplish these objectives will include readings, lectures, case analyses, role play exercises, simulations, class discussions, and self-assessment instruments.