What makes a negotiator effective? Can win-win situations always be created? And how much should we care about the interests of the other party?
This week twenty junior diplomats from Bangladesh and Pakistan at Clingendael answered these questions and more, in a workshop that explored the differences between distributive and integrative negotiations.
Facilitated by Training and Research Fellow Nils de Mooij, the group was first challenged to identify the key concepts in international negotiations and then took on the role of negotiators themselves. In a series of bilateral and multilateral practical exercises, they set and estimated ‘red lines’ (BATNAs), mapped other parties’ positions (strategy mapping), and found ways to establish the necessary trust between the parties involved.
While this particular training was aimed at the introductory level, Clingendael's negotiations training is offered at all levels. Our group of experienced trainers offers training both at the Clingendael Institute itself as well as on location.
Interested parties can contact Clingendael or, for those interested in participating in a four-day seminar that is exclusively focused at this skill, register for the Seminar International Negotiations, which will be held on 24-27 May and 22-25 November this year.