Negotiation Skills

Robert Weibel

E606 | Autumn + Spring | 3 ECTS
 

This seminar is aimed at all those called upon to associate themselves to international negotiations of a professional nature. Participants will become aware of the multiple aspects inherent to this important joint decision-making tool, and have the opportunity to practice and improve their negotiation skills. Specific techniques are identified and applied throughout the seminar: they are highlighted in exercises whose situations closely match those encountered in “real world”.

Negotiation training must establish a balance between theory and practice. A "practical immersion" programme is designed to be progressive in terms of difficulty, and comprehensive in terms of various international negotiating forums. The teaching methodology is "learning by doing", practical and participatory with a mix of presentations, simulations exercises and their debriefings. The bottom-line objective is, and should be, to identify and practice the skills which are fundamental to good negotiating.

Dates:

• 28, 29 & 30 March 2012
• 12, 13 & 14 Octobre 2011