Negotiations in International Development

Overview

The highly-interactive Negotiations in International Development seminar focuses on the development of effective negotiation skills, styles, and strategies, with special emphasis on multilateral negotiation with and within international organizations and companies. Through in-depth analysis of theory and practice with exercises and simulated negotiations, participants will gain the necessary skills to become confident negotiators, overcome impasse in the negotiation process, and utilize strategic tactics to further their own positions and interests. Officials and practitioners from developing countries, who have been confronted by the challenges of negotiating with their domestic and international counterparts as well as international development institutions, would find this seminar highly beneficial.

Certification

Upon successful completion of the seminar, each participant will be awarded a Certificate of Completion. Successful completion requires that a participant diligently attend all seminar sessions promptly and on time throughout the seminar, read all assignments, and participate in all group discussions and exercises. If a number of sessions are missed without proper reason, the ILI reserves the right to withhold certification.

Format

This seminar is currently offered in-person. Special requests to attend online must be submitted by email as early as possible. Requests will be considered on a case-by-case basis, taking into account the overall experience of each participant and the larger group. In-person seminars, even when being joined online, run from 9:30 am – 4:00 pm Washington, D.C., time.

Course Outline

• Negotiation and conflict styles
• Approaches to negotiation
• Preparing for negotiation
• Process and key stages of negotiation
• Analyzing positions, interests, options, and more
• Techniques and skills
• Exploring power and cultural dynamics
• Overcoming impasse
• Dealing with difficult negotiators
• Multilateral negotiation in international organizations and companies

Course Advisor

Dr. Gerhard Botha is a Senior Advisor at the International Law Institute where he was formerly the Director of Programs. Before joining the ILI, he worked for the World Bank as a senior sector specialist in legal and judicial reform and private and financial sector development. Gerhard specialized in labour/employment law and relations, conflict resolution and negotiations, both in private practice and within a large corporate environment in Southern Africa. At the start of his career he served as a Law Officer in the Army; and subsequently as a Public Prosecutor, and then as a State Attorney in the Department of Justice in South Africa. Dr. Botha has over 36 years’ experience in legal and labour relations practice, and in international development. Gerhard holds B.A. and LL.B degrees from the University of Stellenbosch in South Africa, an LL.M in labour law, from the University of South Africa and an LL.M focusing on labour/employment law and alternate dispute resolution, from The George Washington University Law School in Washington, D.C. He also holds a Ph.D. in Conflict Analysis and Resolution from George Mason University.