UNDP/UNITAR e-Learning course on “Negotiation Theory and Practice”




24 Oct - 11 Nov 2011

Duración del evento:

4 semanas




Public Finance and Trade


No fee

Event focal point email:

Otros detalles del evento:

Por solicitud & seleccion   E-learning    Inglés   open to register/apply   Cómo aplicar

Participation subject to application approval by UNITAR. Notification will be sent once application selection process has been finalized.
The registration is closed
Deadline for application: 26 Octubre 2011


Multilateral financial negotiations were seen for a long time as a preserve of developed countries, with developing countries playing a marginal role in the negotiation process. The latter were primarily the recipients of concessional loans and grants. With the ongoing shift of sources, terms and conditions of funding for development, African countries, albeit actively involved in competing negotiation processes, now face serious challenges to respond to the growing complexity of multilateral financial negotiations. Their role in the negotiation process is hindered by discrete shortcomings in their negotiation preparedness, organization and follow-up. Negotiators from African countries need to catch up, keep apace with, and influence the scope and outcome of negotiations that serve the best interests of their countries and regions.

This course aims to assist negotiators and government officials of developing and least-developed African countries in their preparations for multilateral financial and trade negotiations. The course will enhance their knowledge and disseminate information about various negotiation skills and techniques, become ‘well-informed’ and fully benefit from their participation in international organizations by becoming equal partners in the negotiating process. The course will provide a comprehensive overview of the concept of negotiation, background and special characteristics of multilateral financial and trade negotiations and how to strategically prepare and plan to conduct successful negotiations. It will also help participants gain greater insight into various negotiation issues currently under discussion.

Objetivos de Aprendizaje

At the end of the course, the participants should be able to:

• Differentiate between bilateral and multilateral financial negotiations;
• Illustrate how multilateral financial negotiations are conducted in key negotiations fora;
• Examine the problems faced by both the developing and the least developed countries as regards multilateral negotiations;
• Formulate sound negotiation strategies and tactics;
• Analyze the significance of data required for a multilateral financial negotiation; and
• Assess various issues that may arise during negotiation processes related to financing for development.

Contenido y Estructura

The course consists of the following modules:

• Module 1: Overview of Negotiation Theory. Principled v. Positional Negotiation.
• Module 2: The Negotiation Cycle and related Tips. Strategy and Tactics.
• Module 3: Practical techniques for improving Negotiation. Ethics, fairness and trust in negotiations.
• Module 4: Case Study Exercise.


In order to ensure the best possible reach, the course will be delivered via e-learning. Through a multiple-instructional setting, the goal is to achieve the learning objectives by means of learning technologies that match personal learning styles and by the inclusion of non-linear learning that aims at the development of just-in-time skills of adult learners. At the same time, in order to allow participants maximum flexibility of scheduling, the learning will be conducted in an asynchronous manner. Using a state-of-the-art training architecture, UNITAR will combine self-learning with assessments and online discussions. The pedagogy –adapted specifically to professionals in full-time work– will help train participants through various experiences: absorb (read); do (activity); interact (socialize); reflect (relate to one’s own reality). The course will be conducted in the English language.


The course is primarily designed for African public sector officials, policymakers and negotiators as well as academia and civil society representatives.

Información Adicional

A certificate of completion will be issued by UNDP and UNITAR to all participants who complete the course-related assignments and assessments successfully.

UNDP and UNITAR reserve the right to make a selection among candidates, if necessary. The selected candidates are requested to regard their participation as a firm commitment and to complete the course in its entirety.