Training Contents

The training is based on the Harvard method. This is the world’s leading negotiating concept and is used both in the political arena and in bilateral and multilateral negotiating situations in every-day and professional life. The training will consist of the following elements:

• Assessing your own personal negotiating style
• Avoiding situations in which parties bargain over positions
• Separating and appropriately treating people and the problem
• Analysing own interests and those of the other party
• Inventing and using options
• Using objective criteria
• Developing a best alternative to a negotiated agreement (BATNA)
• Negotiating in delegations: dynamics, strategic roles, planning negotiations
• Taking into account (inter-)cultural negotiating patterns

The following teaching tools will be applied:

• Short interactive lectures and discussions using visual aids
• Experiments and simulation exercises with bilateral and multilateral negotiating situations
• Seminar reader to accompany the course