Negotiation analysis constitutes a strategic skill for diplomats, civil servants, administrators and many other professional careers. Be it internally (with colleagues, team members, or hierarchy) or externally (with stakeholders, national administrations or international organisations), negotiation capabilities are likely to make a difference. This interactive course will help students to gain a better understanding of negotiators’ behaviour and of central concepts in negotiation as they apply in the global context and in the European Union. It will also help them improve their ability to analyze negotiation situations and learn how to develop a toolkit of useful negotiation skills, strategies, and approaches adapted to work in the international and EU institutional context. The course draws on case studies from the field of EU external relations.
Professor: Francesco MARCHI