Negotiation Skills: Negotiations, Bargaining and Compromising


Paul Meerts & Ida Manton, 22.05.2013, M6 Educational Centre

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Seminar overview

We negotiate on daily basis with various counterparts and on different topics. In order to be successful we can build up our skills by identifying the actual process and its various phases, as well as learning how to manage the course of negotiations. We can participate in bilateral or multilateral negotiations, become part of pure bargaining or a more complex process of negotiation, lobbying and looking for a compromise. It is important to know the characteristics of these phases and practices in order to employ the right tools, strategies and tactics that would lead us to the desired outcome(s).
The second module of the seminar will focus on the characteristics of distributive vs. integrative bargaining.
The third part will touch upon the overlap between negotiations and culture in order to explain better the understanding of what compromise is and how the certain outcomes are seen by different actors depending on their upbringing/culture.
The training will include theory, discussion, case studies and role plays.

Who Should Attend

Managers, sales staff, customer service people and all staff that are involved in negotiating with internal and external parties.

How will you benefit?

This seminar will provide you with:
· The basic terminology and the differences among the main concepts in international negotiations
· A skill to identify the above-mentioned concepts, methodologies and strategies
· An assessment of your own negotiation style and teach you how to deal with people who have a different communicating, thus, negotiating style
· A skill to think before you act, i.e how to reach a more inclusive outcome that will meet your expectations and satisfy the other party as well
· Learn some basic do’s and don’ts

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Module 1
· Basic concepts
· Types of negotiations
· Bargaining, lobbying and compromising
· Role play: Diplomatic transport

13:00 - 13:15 Coffee Break

13:15 – 14:45 Module 2
· Distributive bargaining
· Integrative bargaining
· Strategies, tactics
· Simulation: Negotiating oil delivery or Sylvania

14:45 - 15:30 Lunch Break

15:30 – 17:00 Module 3
· Negotiating across cultures
· Difference in behavior
· Styles of negotiatio-ns/rs
· Self-assessment

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Paul Meerts
Paul Meerts is Special Advisor to the Director of Clingendael Institute and Senior Fellow at the Clingendael European Studies Programme (CESP), and analyst in International/Diplomatic Negotiation Processes. He is visiting professor at the College of Europe in Bruges, the University of Economics in Prague and the UNESCO Institute for Water Education in Delft.
Paul has worked as a research fellow in Dutch Political History at the Universities of Leiden and Groningen (1974-78), and became Head of Diplomatic Training at the Netherlands Society of International Affairs and at the Netherlands Institute of International Relations ‘Clingendael’ (1978-1989), of which he has been Deputy General Director (1990-2006).
As a negotiation consultant he trained diplomats and civil servants in ninety countries (1989-).
He works on a yearly basis with the Holland Consulting Group, the European Institute for Public Administration, the Geneva Centre for International Governance, the Oxford Foreign Service Programme, the European Union, NATO Defence College and Diplomatic Academies and Ministries of Foreign Affairs around the world.
As a member in residence of the Steering Committee of the Processes of International Negotiation (PIN) Programme (1999-) he published on diplomatic bargaining and training in national and international peer-reviewed books and journals. He is the founder (2007) and chair of the Netherlands Negotiation Network (NNN).
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Ida Manton
Ida Manton is a trainer and researcher in the field of negotiations. She currently lives between Skopje and Prague and teaches International Negotiations, Diplomacy and Contemporary practice at various Diplomatic Academies, Institutes, Organizations and Universities throughout Europe – Bruges, Rome, Prague, Warsaw, Den Haag, Vienna, Ljubljana, Moldova, Kosovo.
Her professional engagement includes mainly work in International Organizations (Peace Corps, NATO, OSCE) in the fields of languages, culture, democratization, minority rights and public relations. In her over 15 years of professional experience, she has conducted lectures and presentations on variety of topics: international negotiations, diplomacy, public relations, cross-cultural intertwining, literature, artisanal curiosities, human rights, effective communication, etc.
Ms. Manton has a Bachelors degree in Comparative Literature with second major in English Language and Literature from Ss. Cyril and Methodius University in Skopje, as well as a Masters degree in Diplomacy and International Relations from Leiden University and Clingendael in The Netherlands.
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