13/09/2013
Colleagues, we need to take advantage of this page in enhancing ourself on Trade-related issues, right. Some of you may wonder what we actually do in 'Negotiation', some even want to explore possibilities of being Trade Negotiators, some are already but have not yet adopted some elements important to being a good negotiator: just a few tips and we can discuss the rest later:
1. Negotiation Theory and Practice:
In international Negotiations we fist need to be in positions to Analysis of the negotiation process: the Whos (parties) and Hows (guiding principles/modalities)!!
second, formulate BATNA (Best Alternative to a Negotiated Agreement): Choosing the best alternative: this is were we develop Offensive and Defensive Interests and ultimately come up with a Country Position: The result will be 'The power of the better argument', e.g. we may decide our BATNA to be not to liberalise a certain sector/product due to the power of Private Sector argument (as producers.suppliers)
The Psychology of Negotiation can be clustered among three issues, mainly the 'Legitimacy': How to be perceived as legitimate actors, 'Behaviour analysis[ - of your team and of your counterpart, and last but not least 'Risk'-trust profiles
(To be discussed later)
The Importance of Communication:
improving communication skills is vital in international negotiations, within delegations and towards counterparts.
In most cases 'Adapting your communication style according to the counterpart' moves the ladder, as diplomacy perceives some civilness in discussions, and also as a strategy, you move along while you know where your BATNA lies.
Negotiation Strategies (to go deeper later together with the Psychology of negotiations)
Adapting your negotiation strategy to the counterpart
Adapting your negotiation strategy to the issue being negotiated
Stakeholders engagement: Government, Private Sector and Civil Society
I also have a e-book for those interested in being 'good negotiators', emails are welcome to share.
