Graduate School of International Policy & Management
Monterey Institute of International Studies
IPOL 8509A: INTERNATIONAL NEGOTIATIONS
Fall Semester 2009
Course number & name: IPOL 8509 A
Date/Time: Monday/Wednesday; 2 pm -350 pm
Instructor: Dr. René Haug
Credits : 4
Office Location: M 118 (Adjunct’s Office)
Office Hours: by appointment
Required and Optional Materials:
Required Textbooks for the Course:
Victor A. Kremenyuk, ed., International Negotiation: Analysis, Approaches, Issues. San Francisco:
Jossey-Bass Publishers, 2002 (2nd edition), ISBN-10: 0787958867, ISBN-13: 978-0787958862
Fischer, Roger and Ury, William, Getting to Yes: Negotiating Agreement without Giving in, New York:
Penguin Books, (1991). ISBN978-0-14-015735-2
Alexander Nikolaev, International Negotiations: Theory, Practice and the Connection with Domestic
Politics, Lexington Books (July 28, 2008), ISBN-10: 0739117599, ISBN-13: 978-0739117590
Chapters of these books figure in the required reading texts for individual classes.
Additional Textbooks for the Course
The following books provide good introductions to, and overviews of the international negotiation field.
You are advised to use them as background reading, and/or for reference.
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Fischer, Roger et al., Getting Together/Getting Ready to Negotiate/Beyond Machiavelli New York:
Raiffa, Howard, Negotiation Analysis: The Science and Art of Collaborative Decision Making, Belknap
Press of Harvard University Press, 2002
Hampson, Fen Osler. Multilateral Negotiations: Lessons from Arms Control, Trade and the Environment.
(Baltimore: Johns Hopkins University Press), 1995
Other Required Reading Material
The course will focus on concrete cases of international negotiations in many fields. With the help of in
class exercises, students should be able to experience the difficulties and complexities of global
negotiations. To take full advantage of these exercises the students should consult the reading materials
and texts posted on Moodle.
In the interdependent world of today, negotiations are the most widely used and flexible means for
international actors to work out effective, cooperative and sustainable solutions to their problems. At the
beginning of the 21st century diplomatic and international negotiations perform a central function in the
maintenance of peace and security and in creating new international rules and regulations on a wide range
of global issues – human rights, global health, trade, the economic development of poorer nations,
narcotics, the environment, nuclear disarmament etc. Diplomatic negotiations, which in essence are
interpersonal and inter-group processes, take place at all levels of national and global politics: domestic,
bilateral, regional and multilateral.
This course will provide students with a critical understanding of the central elements of the diplomatic
negotiations on global issues. It will examine the special characteristics of diplomatic negotiations in the
area of globalization; negotiation dynamics; the roles of cultures, gender and power, the role of NGOs,
international institutions and super empowered individuals. The student will also develop an
understanding the international negotiation process from the pre-negotiation phase to implementation and
enforcement. He or she will also learn that in global negotiations the prospect of mutually respectful and
peaceful relations are often considered to be more important than short term gains at the negotiation table.
With the help of in class exercises the course will show that the nature of interdependence of global
actors has a major impact on how common problems are perceived, the way negotiations are conducted,
and the outcome of these negotiations in terms of global governance. It will also show that “out of the
box thinking” and “crazy and wild ideas” as well as personalities of the negotiators are as essential to a
successful outcome of modern international negotiations as are proven and prudent negotiation strategies
and tactics. Specific examples will be drawn from recently concluded global conventions, focusing on
international property rights in the WTO Doha Round, climate change, development, global health,
humanitarian law, and peace and security.
The course will be conducted using both the lecture and case methods and active student participation is
both encouraged and required.
At the end of the course, students should be able to:
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1. Identify the various approaches to modern negotiation processes in a globalised environment
where the main actors are highly interdependent and where sustainable outcomes must be fair,
cooperative and not jeopardize future relationships and negotiations.
2. Understand the importance of planning and preparation for negotiations and the framing of the
negotiation process, problems and outcomes.
3. Understand the sources of power in negotiations and the ability of participants to exert influence
on the conduct and the outcome of the negotiations. Students will become familiar with the role of
negotiation tactics such as BATNA, ZOPA, trust, empathy, communication and argumentation as
well as heightened awareness of cultural differences.
4. Understand the obstacles to negotiation and the various approaches to remove obstacles and
restart the negotiation process, such as rules of accommodation in a negotiation and the role of
communication and argumentation in achieving success; and manage the tension between co-
operative and competitive elements in the negotiation process.
5. Understand the relevance of participation, coalitions, agenda development, procedural and
substantive elements and role differentiation to multilateral and global negotiations.
6. Understand the importance of the institutional framework for the conduct, scope and successful
conclusion of multilateral negotiations and develop and understanding to what extent the outcome
of the negotiations and the legal form of the agreement (binding, non-binding, resolution,
framework agreement) was conditioned by the asymmetry of interests and priorities of the
7. Apply the skills learned to a case study of an ongoing negotiation on global issues.
The course will be based on the lecture and case methods and will be participative in design. This class is
highly interactive and will utilize case studies of recently concluded negotiations in order to illustrate
practical uses of negotiation theory. Discussions and individual contributions are encouraged, expected,
and indeed count toward your final evaluation. Please be aware that the course material will cover a wide
range of topics and issues.
In class case exercises will require teamwork between the students and the instructor. All students will
have to read the required readings on a case before coming to class. A team of students will introduce
each case study; will present the historical background, and will describe the course of the negotiations
and the outcome. The students’ presentations will be part of their grades. Also, poor attendance will result
in a significant lowing of the participation component of the grade.
To effectively participate in a case assignment or classroom discussion, students should be able to
accomplish one or more of the following: demonstrate their understanding of class materials or a case by
showing how to analyze and evaluate a given situation; present creative solutions or alternatives during
class discussions; present additional material not contained in the case or class material; and assist in
clarifying or settling a discussion.
Besides a final exam, there will be a mid term exam on key concepts of negotiation theory. The final
paper for each student will be a case study of an on-going international negotiation on a global issue,
including trade. This case study should have global dimensions and relate to global governance.
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Aug 31 Course Introduction
Sept 2 Negotiation Theory (I): Basic concepts
Sept 7 Labor Day (no class)
Sept 9 Negotiation Theory (II): Getting to Yes: Its Potential and Limitations
Sept 14 Negotiation Theory (III): Game Theory
Sept 16 In Class Exercise: Negotiating Nuclear Disarmament
Sept 21 Negotiation Theory (IV): Bargaining and Interdependence
Sept 23 In class Exercise: Negotiating the Cluster Munitions Ban
Sept 28 Negotiation Theory (V): Sources of Power in Negotiations
Sept 30 In Class Exercise: Nuclear Non Proliferation and Iran
Oct 5 Negotiation Theory (VI): Institutional Factors
Oct 7 Mi Term Exam
Oct 12 International Negotiation Process (I): The Role of Domestic Constituencies
Oct 14 In Class Exercise Preparation: Negotiating a Global Climate Change Regime (I)
Oct 19 International Negotiation Process (2): Obstacles to Negotiations
Oct 21 In Class Exercise: Negotiating a Global Climate Change Regime (II)
Oct 26 International Negotiation Process: The Pre-Negotiation Process
Oct 28 In Class Exercise: WTO Doha Round: Negotiating the TRIPS Amendment
Nov 2 International Negotiation Process: The role of values wants and culture
Oct 28 In Class Exercise: WTO Doha Round: Negotiating the TRIPS Amendment
Nov 2 International Negotiating Process: Global Institutions (I)
Nov 4 In Class Exercise Preparation: The Framework Convention on Tobacco Control (2003)
Nov 9 International Negotiation Process: Global Issues vs. Diplomatic Negotiations
Nov 11 In Class Exercise: The Framework Convention on Tobacco Control (2003)
Nov 16 International Negotiating Process: The Role of Non State Actors
Nov 18 In Class Exercise: Negotiating the Global Mine Ban Treaty
Nov 23 International Negotiating Process: Negotiating with the Enemy
Nov 25 In Class Exercise: Negotiating with the Talibans in Pakistan
Nov 30 International Negotiating Process: The Role of Gender in Global Negotiations
Dec 2 In Class Exercise: Comparative Gender Analysis of the TRIPS, Tobacco and Mine Ban
Dec 7 Global Negotiations Outcomes: Global Governance vs. international Cooperation
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Dec 9 Review
Dec 14 Final Exam
Testing and Grading)
1) Your grade will be based on the following performance:
Mid Term Examination 25%
Final Examination 25%
In class Case Presentation 25%
Student Paper 25%
2) Letter grades will be based on the following performance:
A: 90-100% (Excellent)
B: 80-89% (Good)
C: 70-79% (Satisfactory)
D: 60-69% (Poor)
F: 0-59% (Fail)
Grades will be awarded with plus and minus designations when the student’s numerical score is in the
very top or bottom end of the grade ranges described above.
3) Except for grades of “I’ and “IP” (see Sections 4.3 and 4.5 in the Academic Standards and Policy
Manual), all grades are considered final when reported by a Faculty Member at the end of a semester or
Novking period. A change of grade may be requested only when a calculation or recording error is
discovered in the original assignment of a course grade or when a decision is made by the Faculty
Member to change the grade as a result of the disputed academic evaluation procedure (set forth in
Section 4.1.1 of the Academic Standards and Policy Manual). Grade changes necessitated by a
calculation or recording error must be reported within a period of six months from the time the grade is
awarded. No grade may be changed as the result of a re-evaluation of a student’s work or the
submission of supplemental work following the close of a semester or Novking period.
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