Negotiations in Foreign Affairs

Negotiations in Foreign Affairs

Sergi Kapanadze

Deputy Minister of Foreign Affairs of Georgia (2005-2012)

Course Description & Goals:

The course focuses on the so-called interest based negotiations, or a Harvard model of negotiations. A classical «Getting to Yes» approach is conveyed to the students in the most concise and accessible manner. We will discuss how and why should we be able to distinguish between the positions and interests, how and in what circumstances to select various options conducive for finding a solution, how to choose the options based on the objective criteria and how to distinbuish between the personal and substance related problems during the process of negotiations. The concept of BATNA will be dsicussed and particular attention will be devoted to the strategy and tactics of negotiations.

Course will also dedicate separate days to the strategy and tactics of negotiations and to various styles of negotiation. Many concrete case studies from the experience of the US, Russia, Georgia and European Union will be used during the course.

The goal of the course is to acquaint students with the best methods of conducting negotiations and reaching agreements during the talks, whether in business, or international affairs. We will focus on the obstacles that often arise during the negotiating process, which are preventing us from reaching the result that we want and the ways how to overcome these obstacles.


The course is highly interactive. During the course we will watch the videos of negotiations and analyze various theoretical concepts based on these videos. The negotiations course is concluded with the major negotiation exercise, in which participants represent various interest groups who are divided over a major international issue. During the course smaller negotiation exercises are used as well.


Lecture 1. The strategy and tactics of negotiation
Lecture 2. Basic concepts of negotiation based on interests
Lecture 3. Negotiating with different cultures
Lecture 4. The multi-simulation to assess and address the various issues

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