Training
Seminar International Negotiations
In a globalising world the art of negotiating becomes ever more important. Growing interdependency has made negotiating an indispensable tool in the international political arena. Complex problems in the fields of economy, trade, energy, environment, politics and security require intensive international negotiations in a multilateral setting. Conducting such negotiations is a professional art.
Therefore the Clingendael Institute offers a four days seminar on multilateral and cross-cultural negotiations with the primary objective to improve the participants insight into the negotiating process and their negotiation skills and techniques.
Programme
The programme will offer both theory and practise of multilateral negotiation in international organisations and companies. Through cases and role-plays the process of preparation, procedures and evaluation will be trained. Negotiation styles and strategies will be discussed, and attention will be paid to cross-cultural negotiation and the influence of cultural factors. Moreover, the behaviour of successful negotiators will be analysed.
Aims
The participants will improve their own negotiating skills. They will be better equipped to analyse the overall negotiation process and the different negotiation styles and strategies being used in the multilateral arena. And they will gain more insight into the influence of cultural factors and individual behaviour.
The trainer
Prof Dr Raymond Saner teaches at Basle University (Economics); Sciences Po, Paris (International Management) and at the World Trade Institute in Berne (Trade). He is Director of Diplomacy-Dialogue at the Centre for Socio-Eco-Nomic Development (CSEND) and President and Partner of Organisational Consultants Ltd. based in Geneva and Hong Kong. Professor Saner specialises in State & Non-State Actor Diplomacy and Negotiations. He has over 20 years of experience as a trainer and consultant in international negotiations with multinational companies, governments and international institutions. He has trained ambassadors, diplomats and senior civil servants in a variety of countries.
The participants
The seminar is meant for those who are to negotiate in an international setting such as (senior) civil servants of Ministries and other administrative authorities; representatives of international corporations; military personnel in international posts; and diplomats.
Evaluation of former participants
- 'Mr. Raymond Saner is a very professional and skilled negotiator, and his feedback is constructive, very practical and useful’
- ‘The combination of the theory, exercises and feedback (from trainer and the other participants) have been most useful’
- ‘Mr. Saner had objective and insightful observation regarding our respective behaviour’
- ‘The trainer shows knowledge and is good at relating to our needs and questions’
Course materials
Course materials exist of a handbook and hand-outs for the exercises. The handbook, The Expert Negotiator by Raymond Saner (Brill Publishers, 2008, 3rd ed.), will be sent to the participants two weeks in advance of the course. Hand-outs will be distributed during the seminar.
Costs
The costs for the seminar are € 2.400, including tea, coffee, lunches, and farewell drinks.
Participants employed by subsidizers of the Clingendael Institute pay a reduced rate of € 2.200.
The Seminar International Negotiations will be organised again from 5 until 8 November 2012. Trainer of this seminar will be Wilbur Perlot, senior training and research fellow at the Clingendael Institute.