Organization: UN Institute for Training and Research
Registration deadline: 24 Apr 2015
Starting date: 04 May 2015
Ending date: 05 May 2015
Background
Like a skilled leader, a diplomat must be an effective negotiator. This is an advanced negotiation workshop that aims at improving participants’ analytical and interpersonal skills during complex negotiations as well as exploring the linkage between negotiation and leadership.
Authority is not enough to get things done. Both negotiators and leaders must learn to empower and motivate their teams and lead in situations where they may not have any formal authority. They must know which decisions are the right ones and how to make them. When building their vision and goals, they must create a process that includes all stakeholders, build coalitions and communicate effectively. It is important to prepare before action, especially when strong coalitions and consensus are needed, and to improve the quality of relationship before any other action. Negotiating the process and agenda is needed before dealing with problems and issues. In a meeting, negotiators and leaders must also communicate effectively, and use effective listening before speaking, asking relevant questions before presenting persuasive arguments. They also need to identify common platforms with others, before they express their own demands.
In order to make this training workshop as interactive as possible, simulations and role-playing are used and discussed. The workshop also includes a case study for which a film will be shown. Participants are asked to reflect upon and describe good practices to build responsible negotiation and leadership.
Learning Objectives
- Increase participants' awareness about leadership and negotiation responsibility and complexity;
- Make participants better analysts of diplomatic negotiations and how they support leaders;
- Learn how to facilitate the peaceful resolution of conflicts;
- Analyze a process of decision-making and negotiation through a case study.
Content and Structure
Session 1: Negotiation Strategy & Process I
Introduction: The Three P’s of Negotiation and Making the First Right Moves
Case: Part I: Multi-Party Negotiation in a Post-Conflict Context
Key Assets for Preparation:
- Group Preparation: introduction, information, invention, evaluation, decision, conclusion
- Process of the meeting: purpose, process, product, people, planning, and place
- Review: internal and external interactions
Session 2: Negotiation Strategy & Process II
Case: Part II: Multi-Party Negotiation in a Post-Conflict Context
Key Negotiation Pillars:
- What we negotiate (motivations, solutions at the table and away from the table, justification)
- Who we negotiate with (relationship, values, identities, emotions, instructions, stakeholders’ map)
- How we negotiate (organization of the meeting, communication)
Session 3: Responsible Decision-Making
Film: Thirteen Days
Key Negotiation & Leadership Themes:
- Getting the Facts Right
- Broadening consensus
- Reaching and Implementing the Right Decision
Session 4: Leadership & Negotiation
Case: Thirteen Days: The Kennedy Administration’s Decision-Making Process during the Cuban Missile Crisis
Key Principles: The Models of Decision-Making (Allison & Zelikov)
Exercises and Personnal Action Plan
Targeted Audience
The workshop is open to members of Permanent Missions accredited to the United Nations Office in Vienna. This workshop builds on the negotiation workshop that was offered in 2014 and is open to everyone, whether or not they have followed the 2014 workshop. UNITAR is delighted to announce that thanks to the generous support of Austria this workshop can be offered free of charge. UNITAR reserves the right to make a selection among candidates.
The selected candidates are requested to participate for the full duration of the workshop. Only those who complete the entire course will be awarded a certificate. If unforeseen circumstances prevent you from attending after you have been accepted as a participant, please inform UNITAR immediately so that a place can be given to another candidate.
Additional Information
Venue and Working Language:
The workshop will be conducted in English at the UN headquarters in Vienna.
Certificate:
Participants who have attended all the sessions will receive a certificate of participation.
Instructor:
Michele Pekar is Executive Director of Co-Dev, Inc. France and USA, a consulting firm specializing in negotiation, mediation, facilitation and leadership. She is a senior negotiation trainer who has taught for the last 15 years courses and seminars in negotiation, leadership, team building in undergraduate, graduate and executive programs (ENA Strasbourg, ENPC Paris Tech, ESSEC-Paris, Kedge Business School, Mannheim University, Oxford University, University of Corsica), in corporate executive education and in international organizations such as UNITAR.
How to register:
Please follow the steps below to apply for one of our training courses:
- Go to https://www.unitar.org/event/user/register to create a user account.
- Once your user account is created, go to http://www.unitar.org/event/negotiation-leadership-workshop
- Select “add to cart”.
- After selecting, you will see other courses that might be of interest to you. You may add another event by clicking on the title of another event, which will take you to the event detail page.
If you want to confirm your selection, click on “selected events” in the top right corner of the page (“view your shopping cart”)
- Click “Proceed to checkout”
- You will then be directed to the billing page where you are asked to fill in your bank details.
You will then automatically be sent an invoice by email. Upon receipt of your payment, we will send you an email confirming your registration. Before the beginning of the course, you will receive a new username and password which will allow you to access the content of and attend the e-learning course.
We highly encourage credit card payments. You may find some useful information on “how to register” on: http://www.unitar.org/event/about-unitar-events#register