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Instructors: Valentin Ade
Event type:
Seminar
Org-unit: Politics, Administration & International Relations
Displayed in timetable as:
ZU NegoIntPol
Hours per week:
1,5
Credits:
2,0
Location:
Campus der Zeppelin Universität
Language of instruction:
Englisch
Min. | Max. participants:
- | 35
Course content:
Nearly all decisions in international politics and development cooperation are the result of negotiations. Your negotiation performance, hence, is likely to have a major impact on your effectiveness if you decide to become active in these fields. The goal of this course therefore is to improve your personal negotiation performance while addressing the specific challenges of agreements in international politics and development cooperation.
The premise of this course is that most negotiations are variable-pie situations, rather than zero-sum games. This means that negotiators may be able to reach solutions that “create value” for all parties involved and are substantially better than mere compromises.
The course is highly interactive and allows you to acquire not only knowledge, but also practical skills and a helpful negotiation mindset.
On day one, you will complete a number of shorter exercises on negotiation, communication, and improvisation and learn central basics of negotiation theory. These basics often have an interdisciplinary dimension and have mainly been developed by academics and practitioners in the fields of psychology, organizational studies, management, economics, political science, and law. In addition, you will learn more about and discuss the unique characteristics of negotiation in international politics and development cooperation.
On day two you will carry out a comprehensive team negotiation simulation which is set in an international political context. On day three you will develop your own negotiation preparation tool and present it to your peers.
Educational objective:
The participants become more effective negotiators in their business and private lives. More specifically, they will know how to
· make the pie bigger, i.e., to create value,
· claim value and,
· develop sustainable relationships with business partners, colleagues, and third-party stakeholders.
Further information about the exams:
50% oral grade (individual grade)
Group presentation on course day 3 (group grade)
Mandatory literature:
Holbrooke, R. (1999). To End a War: The Conflict in Yugoslavia - Negotiating with Milosevic. Modern Library
Malhotra, D. & Bazerman, M. (2007). Negotiation Genius. Bantam Books
Thompson, L. L. (2014). The Heart and Mind of the Negotiator. Pearson Prentice Hall
Wheeler, M. (2013). The Art of Negotiation. Simon & Schuster
Zartman, I. W. (2010). Negotiation Pedagogy: International Relations. International Negotiation, 15(2), 229-246.
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