Defining negotiations and the fundaments as well as the concepts and laws of the negotiating process, and their links to diplomacy. How to define the goals of negotiations, and maximize gains while minimizing losses. The psychology of the negotiating process and the culture of negotiations. Asymmetrical negotiations, crisis management during negotiations. The choice of allies and understanding the various camps; how to choose a negotiation team. The methods of negotiation, tactics of the negotiating process, boycott and ending negotiations. Case studies.
INST7311 | NEGOTIATIONS AND DIPLOMACY
INST6300 | INTRODUCTION TO INERNATIONAL RELATIONS
INST6311 | RESEARCH METHODS