Communication and Negotiation skills

Bachelor 2023/2024

Type: Compulsory course (International Program 'International Relations and Global Studies')

Area of studies: Public Policy and Social Sciences

Delivered by: Faculty of World Economy and International Affairs

Where: Faculty of World Economy and International Affairs

When: 4 year, 3 module

Mode of studies: offline

Open to: students of one campus

Instructors: Nicole Bodishteanu, Eriks Varpahovskis

Language: English

ECTS credits: 3

Contact hours: 30

Full Syllabus

Abstract

The course introduces students to the basics of diplomacy, trains negotiation and anti-crisis communication skills that can be applied during both face-to-face political interactions and at the institutions of global governance. It introduces students to international practices of protocol and business etiquette, and explains the peculiarities of cross-cultural communication, taking into account such features as religion, cultural code and customs of different countries

Learning Objectives

Develop the ability to demonstrate a critical understanding of the nature and development of global diplomacy, drawing on a variety of relevant contributing disciplines in the broad field of International Studies;
An understanding of changes in diplomatic practices and procedures and the relationship of those changes to contemporary politics;
A sound grounding in both theoretical and empirical approaches to debates in diplomacy so that students have been exposed to the and skills needed to analyse global diplomacy;

Expected Learning Outcomes

A definition of what classical diplomatic texts are. What is diplomacy? The nature of diplomacy and the construction of its definition
Explains modern concepts of international diplomatic negotiations
Explains what is diplomacy and negotiations.
Explains why and how diplomatic relations differ from other political and social relations.
Explains why negotiations matter in world politics.
Be able to effectively prepare to any negotiations, close the deal without surprises
Know the basic principles of effective negotiations, the main theories of negotiations; gain skills of research to obtain necessary information
Able to conduct business negotiations in foreign languages (one oriental and English).
Able to conduct business negotiations in foreign languages (one oriental and English).
Conduct business negotiations in foreign languages (one oriental and English)
- Describe cross-cultural experience
Respond to feedback in a diplomatic way
analyzes the ways in which culture influences cross-cultural negotiations, is able to identify the key challenges in intercultural negotiations, gives recommendations for cross-cultural negotiations
To be able to evaluate the role of international organisations in shaping the contemporary international relations
A sound grounding in both theoretical and empirical approaches to debates in diplomacy so that students have been exposed to the and skills needed to analyse global diplomacy;
Knowledge of issues in global diplomacy in historical and contemporary contexts.
Demonstrate thoroughly understanding the core literature on the history of international organisations and engage with this literature critically by developing argumentation
Explain the main theoretical approaches and empirical issues in the study of history of international organisations
Able to conduct business negotiations, publicly speak on professional topics (including by phone, in the media).
Be able to conduct international trade negotiations;
Find an alternative strategy in case of unsuccessful negotiations
Able to conduct business negotiations in foreign languages (one oriental and one English) Able to use traditional and interactive methods of classroom and extracurricular work in the framework of teaching the basics of oriental studies and teaching various special oriental disciplines
Ability to conduct intercultural negotiations
Students will be able to explain situations in which diplomatic relations are in abeyance but the parties maintain an interest in communicating with each other through contacts in the diplomatic corps of third states or meetings in the wings of international organisations of which they are both members.
Demonstrates understanding of diplomatic practices and procedures and the relationship of those changes to contemporary politics
Identifies and assess the positions and interests of key international subjects, based on theories of global diplomacy
Is able to describe what international organisations are
Is able to distinguish international institutions from international organisations
Is able to outline the difference between the description and the study of international organisations, namely, the difference between journalistic and academic writings
Able to conduct international negotiations and concluding contracts
Understand the application of various theoretical lenses for explaining bargaining strategies and processes

Course Contents

Negotiations in World Politics
Negotiation Skills
Multilateral Negotiations and International Organisations
Cross-cultural negotiations
Diplomatic Protocol
Diplomacy as a part of Foreign Policy
Commercial Negotiations

Assessment Elements

In-class activity
Oral exam
Simulation activities
Mini-quizzes

Interim Assessment

2023/2024 3rd module
0.4 * In-class activity + 0.2 * Mini-quizzes + 0.2 * Oral exam + 0.2 * Simulation activities

Bibliography

Recommended Core Bibliography

Amrita Narlikar. (2006). Fairness in International Trade Negotiations: Developing Countries in the GATT and WTO. The World Economy, 8, 1005. https://doi.org/10.1111/j.1467-9701.2006.00833.x
Berridge, G. (2015). Diplomacy : Theory and Practice (Vol. Fifth edition). Houndmills, Basingstoke: Palgrave Macmillan. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1054179
Chen,Ge. (2018). Copyright and International Negotiations. Cambridge University Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsrep&AN=edsrep.b.cup.cbooks.9781316615218
Cichosz, I. (2017). Succesfull International Negotiations. Journal of Intercultural Management, (1), 31. https://doi.org/10.1515/joim-2017-0002
Coercive diplomacy, sanctions and international law, , 2016
Communicating in global business negotiations : a geocentric approach, Rudd, J. E., 2007
Corporate diplomacy : the strategy for a volatile, fragmented business environment, Steger, U., 2003
Cultural diplomacy and international cultural relations. Vol. 1:, , 2020
Debating public diplomacy : now and next, , 2019
Diplomacy : a very short introduction, Siracusa, J. M., 2010
Diplomacy games : formal models and international negotiations, , 2007
Diplomacy. Vol.1: Theory of diplomacy, , 2004
Diplomacy. Vol.2: History of diplomacy, , 2004
Egil Kjerstad. (2005). Auctions vs negotiations: a study of price differentials. Health Economics, (12), 1239. https://doi.org/10.1002/hec.1004
G. R. Berridge. (2022). Diplomacy : Theory and Practice (Vol. 6th ed. 2022). Palgrave Macmillan.
Heupel, M. V. (DE-588)13042790X, (DE-576)171965523, aut. (2018). International organisations and human rights : what direct authority needs for its legitimation / Monika Heupel (Junior Professor for International and European Politics, Otto-Friedrich-Universität Bamberg), Gisela Hirschmann (Assistant Professor of International Relations, Leiden University), and Michael Zürn (Professor, Director of the Research Unit Global Governance, WZB Berlin Social Science Center). Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edswao&AN=edswao.506094812
Heupel, M., Hirschmann, G., & Zürn, M. (2018). International organisations and human rights: What direct authority needs for its legitimation. EconStor Open Access Articles, 343.
International business negotiations, , 2005
International negotiations, Powell, M., 2011
International organisations and global problems : theories and explanations, Park, S., 2018
Jacks, A. (2018). Negotiations. [S.l.]: Legend Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1719907
Johnson, K. M. (2017). Negotiations : Insights, Strategies and Outcomes. New York: Nova Science Publishers, Inc. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1540044
Kissinger, H. (2012). Diplomacy. London: Simon & Schuster UK. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1992748
Kopelman, S., & Rosette, A. S. (2008). Cultural variation in response to strategic emotions in negotiations. Group Decision & Negotiation, 17(1), 65–77. https://doi.org/10.1007/s10726-007-9087-5
Mautner-Markhof, F. (2019). Processes Of International Negotiations. New York, NY: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=2199070
Moelle, M. P. (2017). The International Responsibility of International Organisations : Cooperation in Peacekeeping Operations. Cambridge, United Kingdom: Cambridge University Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1458592
Multilateral development diplomacy in UNCTAD : the lessons of group negotiations, 1964-84, Weiss, T. G., 1986
Orsini, A. (2014). The European Union With(in) International Organisations : Commitment, Consistency and Effects Across Time. Farnham, Surrey, England: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=797106
Remedies against international organisations, Wellens, K., 2002
Ruppel, F. J., Boadu, F. O., & Peterson, E. W. F. (1991). Federalism, Opportunism, and Multilateral Trade Negotiations in Agriculture. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.4AAD4FC4
Simintiras, A. C., & Reynolds, N. (2003). International Business Negotiations. [Bradford, England]: Emerald Group Publishing. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=139985
Tariff negotiations and renegotiations under the GATT and the WTO : procedures and practices, Hoda, A., 2002
The British government and commercial negotiations with Europe, 1783-1793, Ehrman, J., 2013
The European Union in international organisations and global governance : recent developments / ed. by Christine Kaddous. (2015). Oxford [u.a.]: Hart. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edswao&AN=edswao.426505468
The legal texts : The results of the Uruguay round of multilateral trade negotiations, , 2004
The organization of global negotiations : constructing the climate change regime, Depledge, J., 2005
The politics of climate change negotiations : strategies and variables in prolonged international negotiations, Downie, C., 2014
The politics of transatlantic trade negotiations : TTIP in a globalized world, , 2015
Wang, H. K. H. (2018). Business Negotiations in China : Strategy, Planning and Management. Abingdon, Oxon: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1662142
Yu-Te Tu. (2013). A Comparison on Intercultural Business Negotiations of Asia’s Four Little Dragons. International Journal of Business and Social Research, 3(4), 65–79. https://doi.org/10.18533/ijbsr.v3i4.30

Recommended Additional Bibliography

Diplomacy and developing nations : post-Cold War foreign policy-making structures and processes, , 2009
Economic analysis for international trade negotiations : the WTO and agricultural trade, Gaisford, J. D., 2001
Environmental goods and services negotiations at the WTO : lessons from multilateral environmental agreements and ecolabels for breaking the impasse / Aaron Cosbey ... International Institute for Sustainable Development. (2010).
Geiger, M., & Pécoud, A. (2014). International Organisations and the Politics of Migration. Journal of Ethnic & Migration Studies, 40(6), 865–887. https://doi.org/10.1080/1369183X.2013.855071
Rose, M. V. aut. (2017). A new cultural diplomacy : the integration of cultural relations and diplomacy / Martin Rose. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edswao&AN=edswao.491786824
Sandra Dema-Moreno. (2009). Behind the negotiations: Financial decision-making processes in Spanish dual-income couples. Feminist Economics, (1), 27. https://doi.org/10.1080/13545700802620575

Course Syllabus