Week 2

What is one of the key to a success in negotiation ?

• Prepare

• Talk

• Impose Power

What are three pillars of negotiation?

• Process, Build up, Multilaiteralism

• People, State, Law

• People, Problem, Process

• Problem, Process, Evaluation

What is a problem solving in negotiation?

• Pressuring the other side to make concessions

• Transforming Demands into Motivations and possible solutions

• Asking for everything immediately

What is the management of crossed demands?

• Create your argumentation

• Let the other side get what it wants

• Take into consideration demands of of various stakeholders

During which trump do you have to pose a question - "what can I know about the other person? He about me?"

• Motivations

• Interpersonal relationship

• Communication

• Justification Criteria

Whose directive a plenipotentiary diplomat act upon?

• His government's

• His own

• International Court of Justice

• International Organization

Can a stakeholder have an influence on the negotiation process?

• Yes

• NO

In all cases, is a diplomat accountable to specific stakeholders or just to his government?

• Yes

• NO

Whose motivations one should take into mind?

• Only his/her

• His/her motivations, motivations of the other side, motivations of third parties (stakeholders)

• Motivations of the other side

Can motivations be similar, but competing?

• Yes

• No