Virtual negotiation has been a distinct element of modern diplomacy even before COVID-19 and it will continue as such beyond this pandemic. Though physical presence leads to better deals in negotiation, virtual negotiation, when properly managed, can also lead to good outcomes.
The third and final part of the 8th ASEF Public Diplomacy Training (ASEFPDT8) aims to equip young diplomats from Asia and Europe with the skills to negotiate online and to enable them to deal with specific challenges in conducting virtual negotiation and exploit its benefits.
The virtual workshop will be conducted in collaboration with the Negotiation and Public Service (NPS), which is a consultancy for public and non-profit sector and trains public service professionals, civil society leaders and students of public policy and international relations. NPS is based in The Netherlands.
Overview and Design
The online training Diplomatic Negotiation consists of 3 modules that tackle the following themes:
- Basic Principles of Diplomatic Negotiation. This module deals with the basics of negotiation in international affairs. The module covers the role of relationships, trust, verification, position and interests, criteria for distributing value, creativity and joint problem solving, the best alternative to a negotiated agreement (BATNA) and process management.
- Preparation and Sequencing. The second module covers preparing for an international negotiation in different scenarios: from 3 days to 3 hours and 3 minutes of preparation time.
- Key Skills at the Table. In the third module participants read about, practice and discuss negotiation skills that are key at the table, including responding to so-called “difficult” counterparts, assertive or aggressive tactics, and time and relationship pressure.
- The participants are familiar with tools to systematically and thoroughly prepare for negotiations.
- The participants develop skills to steer a negotiation process.
- The participants can structure the different negotiation phases and distinguish between integrative and distributive aspects of diplomacy.
- The participants know how to analyze the role of power (leverage) and alternatives.
- The participants are able to deal with the specific challenges and make use of the opportunities embedded in various virtual channels of diplomacy.
16 – 18 March 2021