Business Negotiation

Strategic discussion between buyers and sellers to settle the Trading Terms and Conditions

The programme is designed around online knowledge and skills training sessions plus an on-site interactive multi-party simulation. This offers the participants a realistic negotiation setting where preparation, tactics, strategies and personal behaviour directly influence the outcome. The simulation is based on a real-world trade negotiation featuring various European and non-European countries. It addresses the complexity of trade negotiations as well as the challenges of negotiating across cultures, sectors, and hierarchy levels. Participants are provided with individual coaching and support throughout the simulation and with an individual feedback session afterwards

What are negotiations and the different stages of the negotiation cycle
The nature of international bilateral/bi-regional vs multilateral trade negotiations
The basic substantive background to 5 key chapters in trade agreements: NAMA (industrial goods and fisheries), Agriculture, Services, Investment and Technical Assistance.
English for negotiations, important terms, and expressions, being diplomatic in English, speaking through the chair, formal vs informal, and the art of persuasion
Strategy and tactics: familiarity with with tools to systematically prepare for trade negotiations
The difference between integrative versus distributive elements of the negotiation and key principles behind constructive negotiation practices (the “Harvard method”)
“At the table” issues for the negotiator: behavioural traits of excellent versus average negotiators; key skills and what TO DO and NEVER TO DO in international negotiations