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Negotiating Transnational Policy (STG-MA-B05-23)


Department STG
Course category 1st Year
Course type Course
Academic year 2023-2024
Term 2ND SEM
Credits 3 (European Credits (EC))
Contact Francioni, Cino
  Course materials


This course will initiate you to negotiation as a science, an art, and a philosophy. It is a science based on the knowledge that a multidisciplinary approach provides, drawing across many fields from game theory to history, political sciences, psychology, and sociology. It is an art based on intuition, know-how and best practices, the skills you can apply, as well as your own capacity to effectively adjust the science to circumstances and to specific audiences. Finally, it is a philosophical endeavor, as you come to use more adequately the powerful means of negotiations for responsible ends. 

Our course combines simulations, mini-cases, exercises, videos, debriefs, and frameworks in order to reinforce your awareness and skills, to help you deliver good outcomes in transnational settings. The course provides a systematic framework to prepare, conduct and debrief complex negotiations across cultures and sectors. The strategic, operational, and tactical skills you will hone will strengthen your capacity to diagnose problems and then to craft creative solutions, sustain strong partnerships, build winning coalitions, and structure processes that yield robust agreements and timely implementation with many stakeholders. Our pedagogy will make you more reflective than instinctive, more proactive than reactive, more participative than directive, even as you face partners who might be passive, stubborn or aggressive in the face of change. 

Responsible negotiation is about enabling you to cooperate and to compete, to comprehend and to convince, and to communicate and contract across and behind the negotiating table. You will develop ways of influencing others responsibly. And you will learn to build bridges between you and the other side, bridges that lead to a meaningful place. 

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Page last updated on 05 September 2023

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