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Seminar on International Negotiation for Government & Business Executives

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Seminar on International Negotiation for Government & Business Executives

Deadline: Closed
The registration is closed.
Geneva, Switzerland
21 Oct 2013 to 22 Oct 2013
Duration of event:
2 Days
Programme Area:
Governance, Public Finance and Trade
Specific Target Audience:
Standard fee: 1,500 USD Discount fee: 1,350 USD - a 10% reduced rate for early bird registration (payment made by or before 31 July 2013). In order to guarantee a place, applicants are kindly requested to make the payment as soon as possible. Fee includes all tuition, lunches, and course documentation. Participants are responsible for their own travel arrangements including air ticket, hotel accommodation, insurance, and any other expense related to attending the event.
Event Focal Point Email:
Event Focal Point Contact Number:
0041-(0)22-917-8873 (Geneva, Switzerland)
Other Event Details:


As a senior executive, you are called on to negotiate at all times. Whether it is in the handling of an organizational challenge, a takeover, or a dispute, successful negotiation ultimately requires reaching a compromise between opposing interest groups.
Far from being a one-time activity, necessitating only a finite set of skills, negotiation is really an art that improves with persistent practice and experience of the negotiating environment. Whilst every negotiation is different, the core elements of good practice, approach, and mediation are shared throughout.  
This seminar will help you become a more effective negotiator and achieve better outcomes in both the domestic and international arena. You will explore new theories, test beliefs and assumptions, explore the cultural dimension of negotiation, analyse complex negotiation scenarios, and put various negotiation strategies to practice.
You will have a unique opportunity to refine and test your negotiation skills with a select group of senior executives from different industries and backgrounds, in the capital of international negotiations.


Session 1: Negotiation Theory and Practice
  • Analysis of the negotiation process
  • BATNA (Best Alternative to a Negotiated Agreement): Choosing the best alternative
  • Interests vs. Position: The power of the better argument
Session 2: Psychology of Negotiation
  • Legitimacy: How to be perceived as legitimate actors
  • Behavior analysis of your team and of your counterpart
  • Risk-trust profiles
Session 3: The Importance of Communication
  • How to improve your communication skills
  • Adapting your communication style according to the counterpart
Session 4: Negotiation Strategies
  • Adapting your negotiation strategy to the counterpart
  • Adapting your negotiation strategy to the issue being negotiated
  • Dealing with civil society and other stakeholders
Participants will have an opportunity for networking at the end of day one.
Session 5: Negotiation Experiences: Comparing Different Fields
  • Extractive industries
  • Financial Instruments
  • Investment Agreements
  • Intellectual Property
Session 6: Negotiation Experiences: Comparing Different Counterparts
  • Negotiating with and between states
  • Negotiating with and between private sector companies
  • Negotiating with financial institutions
  • Negotiating with development agencies and other government bodies
Session 7: Negotiation Simulation Exercise (Part 1)
  • Creation of negotiation teams
  • Presentation of negotiation scenario and background information
Session 8: Negotiation Simulation Exercise (Part 2)
  • Teams discuss and negotiate with counterparts
  • Analysis of results and lessons learned


Professor Osvaldo Agatiello 
Professor of international economics and governance
Geneva School of Diplomacy and International Relations

Doctor Aboubacar Fall 
Senior Consultant and former Principal Legal Counsel
African Development Bank (AfDB)

The seminar is a two-day event focusing on improving the individual participant’s negotiation skills. Professor Agatiello and Doctor Fall, two distinguished negotiation experts, will cover topics such as negotiation theory and practice, the psychology of negotiation, and adapting negotiation strategies to different counterparts and issues. 
A diverse selection of activities will be used such as: role-playing, lectures, coaching, video, group exercises and action learning. Entailing both theoretic and experiential elements, Professor Agatiello and Doctor Fall will place particular emphasis on helping participants become more effective negotiators and achieve better outcomes. 


This seminar targets a diverse, global audience of senior level executives from both the private and public sector. Participants will include senior and middle level government officials, highly experienced executives, and up-and-coming managers from a wide range of industries.
Please note: The seminar will be conducted in English - interpretation to other languages will not be available.

Admission Criteria

Acceptance to this seminar is based on professional achievement and organizational responsibility. Early registration is encouraged since events often fill to capacity. Qualified registrants are accepted on a rolling, space-available basis.

Due to the interactive nature of the seminar, the number of participants is limited. Requests for participation received after the deadline will be considered only if space remains available.

Group booking
For group booking (five persons or more), a printable PDF registration form is available at An invoice will be issued by UNITAR. An additional fee of 75 USD will be added to cover bank and administrative charges
About Geneva

Geneva, home to the European headquarters of the United Nations Organization, is commonly known as the “city of peace”. Situated along the banks of Lake Geneva, at the foot of the Alps, Geneva sparkles as one of Europe's most beautiful cities. It is home to numerous international organizations including the Red Cross and is also ranked as one of the world’s most important financial centres. The city of Geneva is a cultural centre, featuring world class entertainment and top rated restaurants. The parks, the old alleyways, and smart boutiques are an invitation to a leisurely visit. Temperature during the month of October is between 7 to 15 degrees Celsius (45 to 59 degrees Fahrenheit).
Conference Venue

The seminar will take place at the Palais des Nations in Geneva, Switzerland. The Palais des Nations was built in the early 20th century as the headquarters of the League of Nations. Since 1946, the Palais has housed the United Nations Office at Geneva (UNOG), which is the second largest United Nations centre after the United Nations Headquarters in New York. The Palais des Nations is situated in a beautiful park in Geneva, overlooking Lake Geneva, with a splendid view of the Alps and, on a clear day, Mont Blanc - the highest mountain in Europe.
Travel and Accommodation
Geneva is easily reachable by air from anywhere in the world. Geneva’s international airport has over 130 direct flight connections and is catered to by more than 40 European and international airlines. From the airport, it takes only six minutes to reach the city centre. There are over 130 hotels in Geneva; including 15 five star properties that meet the requirements of even the most discerning guests.
Participants are expected to make their own travel and accommodation arrangements, and to bear the related expenses. For hotel booking and for additional information, please see or contact your travel specialist. 
Insurance and Visa

Depending on nationality and the type of travel document possessed, participants may need a visa to enter Switzerland. Participants should enquire directly with the Swiss consulate in their country of residence. Upon request, UNITAR will issue a confirmation letter to support visa applications of participants who have paid the participation fee in full.
Kindly note that UNITAR cannot apply for a visa on behalf of participants; it is the participant’s responsibility to secure the required visa and UNITAR will not be held accountable in case a participant does not receive a visa to enter Switzerland.
UNITAR advises all participants to ensure that they possess medical insurance valid in Switzerland and providing a sufficient amount of coverage in light of the high cost of medical care in Switzerland. 
Contact Details

For any additional information you may require, please contact:
Andreas Schmalz
Telephone: +41 (0)22 917 8873 (Geneva, Switzerland)
Important Notice

Upon course registration, the applicant accepts to make the full payment for the UNITAR course(s) immediately following receipt of the invoice and payment information. UNITAR reserves the right to rescind an applicant's enrollment at any time in case of non-receipt of payment. Payment is non-reimbursable but upon approval may be credited to another course.
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