A Masterclass in International Negotiation

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International Negotiation Training

Course Outline & Aims:

Bringing together complex and entrenched beliefs on both sides of a commercial dispute is one of industry’s oldest and most expensive challenges and dispute resolution processes can be broadly categorised into two types:

  • Adversarial processes such as litigation, arbitration or adjudication in which an independent third party determines the outcome of a dispute based on arguments presented and interpretation of the contract/law.
  • Consensual processes, such as negotiation, conciliation or mediation in which the parties themselves attempt to reach agreement; in conciliation and mediation the parties are assisted by an independent third party.

However, by using experienced, highly-skilled and culturally aware negotiators warring parties can reach positive and viable agreements to end the dispute swiftly, keep protracted stand-offs which would otherwise hamper productivity and post-contract relationships to a minimum, and move forward. This highly participative four day Masterclass gives participants a firm grounding in the skills required to effectively negotiate international disputes.

Course Objectives:

The objectives of the course are to provide delegates with the appropriate knowledge, skills and competencies in order  

  • To understand the concepts of commercial negotiation theory and techniques;
  • To give clear insights into how to prepare and conduct an international commercial negotiation;
  • To gain an understanding of the key interpersonal skills required of effective negotiators;
  • To enable individuals to evaluate their strengths and development areas as a negotiator;
  • To provide a framework and steps for holding ‘challenging conversations’ with stakeholders;
  • To develop awareness of culture and how to approach an intercultural negotiation; and
  • To enable delegates to be strategic in business negotiations and manage disputes in such a way as to preserve business relationships.

Intended for:

Executives operating in the gas, oil and energy sectors, engineers, architects and international project managers, lawyers, accountants and business people dealing with foreign clients or parties in the course of their work, commercial mediators and others whose work involves negotiation and dispute management in the international arena.

Methods of Instruction:

Course participants will be required to apply knowledge gained during tutored sessions into group discussions and syndicate sessions.


Delivery Methods:

Course delivery will comprise a combination of short power point presentations with flip chart demonstrations. Delegate handouts will include notes on technical theory and application, together with guidance on process and procedure.

Programme Schedule:

Dispute Resolution Techniques

Session 1: Alternative Dispute Resolution – The Hierarchy of Techniques

Session 2: Concepts and Principles

Session 3: Definition of, and Conditions for Negotiation

Session 4: Pre-Conditions for Success & Defining Goals

Session 5: Issues, Positions, Interests, & Needs

The Process

Session 6: Negotiation Approaches

Session 7: Positional & Interest Based Bargaining

Session 8: Clarifying Issues, Exploring Issues & Exploring Options

Session 9: Dealing with People in Dispute

Session 10: Body Language, RapportBuilding & Empathy

Self-Assessment & Self-Awareness

Session 11: Competencies, Skills & Behaviours

Session 12: The Importance of Self-Insight

Session 13: Emotional Intelligence

Session 14: Active Listening & Difficult Conversations

Session 15: The Trusted Advisor

Securing Settlement

Session 16: Major Determinants: Power Distance; Individualism; Uncertainty Avoidance

Session 17: Mutual Collaboration & Group Negotiation

Session 18: Negotiation Team Dynamics, Group Decision Making & Building a Team for Success

Session 19: Cross Cultural Business Negotiations

Session 20: Creativity, Problem Solving, Dealing with Impasses, & Developing Solutions

 Course Tutor: Professor Robert Jackson

International Negotiation Training Inverness, Aberdeen, Glasgow, Edinburgh, Dunfermline and other sites throughout the UK including onsite closed company courses are available.

International Negotiation Training Saudi Arabia, Bahrain, Kuwait, Qatar, Abu Dhabi, Dubai, India, Ghana and Nigeria is also available.

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