FDFA staff involved in professional negotiations of various sorts and at different levels. NGO staff within the limits of available participant places.

Participants will improve their «practical and real-world» negotiation skills. Learning to choose the appropriate behaviour and tactics with respect to identified goals and concerns, preparation and conduct of negotiations will become more clear and provide a greater sense of self-confidence. This is a highly interactive and skills-oriented seminar which will furthermore explore strategic considerations and identify tactics with regard to objectives, constraints, levels of «power» while at the same time carefully manage people in various cultural environments. This seminar will bring participants to:

• improve preparation and conduct for different decision-making situations in English language environments;
• identify (already-existing) and expand a personal negotiation «tool-box»;
• analyze and discern appropriate courses of action according to contexts and «culture»;
• recognize various strategies and tactics used by counterparts;
• appreciate and exploit the inherent flexibility of bilateral meetings;
• when meeting multilaterally, consider the opportunities for improved efficiency of process management and achieving concrete results.

These types of negotiation situations will receive specific attention:

• bilateral: gaining entry where communication and trust are lacking;
• bilateral: concluding session where a multiplicity of positions, priorities and issues abound;
• bilateral: negotiating without all parties present and with «open» mandates;
• multilateral: ad hoc situations where everything needs to be done
• de-mystifying intercultural settings.

The following themes will be studied closely:

• defining negotiation in its various dimensions;
• developing a strategic concept and defining efficiency criteria;
• dilemmas and contradictions: process and substance, communication and information, trust and personalities, interests and positions, formal / informal, overcoming complexity and conflict;
• specificity of roles, integrating process / substance, chairmanship / facilitation and running a delegation
• «power» and the negotiator

Intensive and highly participatory («learning-by-doing») seminar where practical exercises place each participant in several negotiation situations. First and second days are «bilateral», the third morning is «multilateral». Debriefings are personalized and in-depth: video recording and analysis are central to this training activity.

N.B. The afternoon of the last day is on a voluntary basis: participants who wish to find a tailor-made response to a particular intercultural negotiation situation are requested to submit a short written description of the case during the previous 2 days. Copies will be made and distributed beforehand to those attending in order to serve as one of the workshop's «real-world» case studies. After discussion and analysis «en groupe», a personalized «action plan» will be suggested.

• Capacité de s'imposer
• Pensée en réseau / vision globale
• Empathie / sensibilité
• Aptitude à la communication et aux contacts
• Talent de négociateur

Robert Weibel, Negotiation Training & Consultancy (NTC/FCN), 1948 Sarreyer

Course fees as well as costs for coffee breaks and lunches are covered by SDC.

Hauser Tamara