International negotiations 2104-UPIR-D5INNE
Konwersatorium (KON) Semestr zimowy 2024/25

Readings

- Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.Readings

- A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book)

- Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42;

- Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78.

- Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23

Readings- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48.

- I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45.

- Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9

- Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46;

- Christophe Dupont, Negotiation as Coalition Building, “International Negotiation.

A Journal of Theory and Practice” 1996, no 1, pp. 47-64;

Readings

- Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International

Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

Student can:

- describe the key approaches to international negotiation;

- identify and describe different phases, strategies, styles and tactics involved in negotiation process;

- explain cultural differences in international negotiation;

- plan the negotiation process i.e. prepare to each negotiation phase and create a negotiation strategy.

Student will also improve negotiation skills and an ability to develop persuasive arguments.

1. Attendance/active participation – the nature of this course assumes active participation of students which involves: readings, qualitative contributions to seminar discussions, preparation of case studies; activity in negotiation exercises

2. National negotiation style–oral presentation - optional

3. Final exam-Simulation game

activity in the pre-negotiation process (preparation of the simulation game) and the negotiation phase

Instructions for students for the final simulation game:

Phase O. (Defining a problem)

- October - Selection of a problem for international (quadrilateral) negotiation – deadline for students’ proposals by the end of October classes – students prepare 2-3 proposals;they should focus on topics that enable to present different negotiation cultures (eg. US-China-Russia-Japan; Germany-Greece/Italy-UK- France; etc.);

Phase 1 and 2 (Diagnostic and pre-negotiation)

- October – selection of each negotiation team members; Setting an agenda (2-3 negotiation rounds)and a place of negotiation (who is hosting) - Intra-group and inter-groups consultations on an agenda.

- November- presentation of an agenda; and intra-group work on:

Negotiation strategy (it should include: opening position, SWOT, list of interests and aims, BATNA or reservation points, preferred style and tactics; description of the group-roles, detailed description of your team – who is responsible for what)

- January - Opening position – this should be also handed to the other party

- January - strategy

Phase 3 - Negotiation - January - simulation game

I. Course introduction.

II. International negotiation – definitions, metaphors, theories. Basic concepts of negotiation. An overview of negotiation approaches – structural, strategic, process oriented, behavioral, integrative.

Readings

- Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9

- Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46;

- Christophe Dupont, Negotiation as Coalition Building, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 47-64;

III. Process approach to negotiation. Negotiation cycle - phases in international negotiation.

Readings

- Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

IV. Diplomatic negotiation – a view from international relations. Negotiation as dispute settlement; “an international diplomatic culture”.

Readings

- Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78.

- Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23

V. Diplomatic negotiation – role of mediation in international negotiations

Readings

- I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45.

- case study: Camp David Accord

VI. The strategy and style matrix – negotiation strategies (distributive/predatorial; integrative; ZOPA; reservation point; bottom lines); identification of negotiation styles (soft, hard, principled). Negotiators’ types; how to organize a negotiation team.

Readings

- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48.

- Test: Identification of a preferred negotiation style

VII. Role of a context and culture in international negotiations: negotiation’s environment – psychological, operational, cultural, material; time; language; place; perception in international negotiation

Readings

- Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.

VII-IX Negotiation styles of selected countries/ cultures.

Oral presentations on selected negotiation cultures:

USA; Asian countries (China; India; Japan; South Korea); selected Latin American countries; differences between European countries’ negotiation styles – Russia; Scandinavia; Germany; Spain; Italy; Poland…

X. Power in international negotiations.

Readings

- Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42;

- - case study: Russia-Ukraine and Russia-EU political crisis

XI. Communication in international negotiation - verbal and non-verbal communication; communication barriers; intercultural communication dynamics; giving and getting information; persuading – arguing, promising, appealing.

Readings

- A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book)

XII-XIII. Simulation game (see: the instructions for the simulation game)

• Interactive lectures, including power point presentations and the use of audiovisual materials;

• Group discussions, including an analysis of international negotiation case studies, cross-cultural negotiation styles, persuasive communication

• Practical negotiation exercises

• Test on preferred individual negotiation style

• Multilateral simulation game of international negotiation