Strategic Negotiation


How can one get an upper hand in negotiations with more subtle techniques…

“Negotiation is at the heart of human interaction. Whatever forms it takes, verbally or nonverbally, consciously or unconsciously, people negotiate whenever they interact. How can one get an upper hand in negotiations with more subtle techniques which enable to observe keenly the ongoing overall situation? This three-day programme offers a set of negotiation strategies, models and tools, showing how to reach an agreement even in most difficult situations. These together will change the way you view and conduct virtually every negotiation.”

Professor Guy Olivier Faure (Paris V Decartes, Sorbonne University)


Preparing the negotiation: The Global Situation

Analysing the context

The psychology of the counterpart

Strategic thinking and action

Basic technical concepts

Strategic preparation

The Variables and their management

Trust and credibility

Dealing with powerful counterparts

Exploring options. Creativity

The Process

Single Issue bargaining

“Chicken” game

Multiple issues bargaining

Win-win techniques

Strategic and tactical moves

Dealing with major obstacles

Uncertainty, risk taking

Coping with threats

Dealing with difficult people

Dealing with tricky counterparts

Handling deadlocks

Negotiating with foreigners

The cultural dimension

The negotiation concept

Negotiator’s values

Cultural effectiveness

The Agreement

Closing the deal


Assessing the quality of the agreement

The effective negotiator

Profiling your own negotiation style

Key points for personal effectiveness

“CERIS offers teachings of exceptional quality in two ways, the themes taught and the quality of the lecturers. The themes are linked to prevailing international concerns, the most important and those which will have the most impact on the future of nations and peoples. The lecturers represent a panel of renowned and particularly well informed experts. The outcome not only contributes to enriching everyone’s knowledge but also to offering a real intellectual construction so as to enable everyone to move forward effectively.”


Professor Guy Olivier Faure

Emeritus Professor at Sorbonne University Paris, Visiting Professor at Harvard & Oxford Universities, Professor of International Negotiation at the CERIS-ULB Diplomatic School of Brussels and a number of other renowned institutions.

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Executive Master in International Politics

Executive Master in Development Policy

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