In this module you will learn about negotiations. How to negotiate, how to analyse the particular power dynamics that take place, and what structure diplomatic negotiations take at present.
You need to:
- Watch the YouTube Clip Negotiations
- Read the articles by James Sebenius and Abhinay Muthoo's on negotiating and bargaining; and
- Listen to the podcast interview with Don MacKay on Chairing High Level and UN Meetings.
- Develop your own check list for effective negotiations and bring it with you to class!
Readings and Resources
Watch YouTube clip: "Negotiations"
- James K. Sebenius, "Six Habits of Merely Effective Negotiators", Harvard Business Review, April 2001, available from: https://hbr.org/2001/04/six-habits-of-merely-effective-negotiators/ar/1
- James K. Sebenius, "A Great Negotiator’s Essential Advice", Harvard Business Review, 9 July 2014, available from: https://hbr.org/2014/07/a-great-negotiators-essential-advice
- Abhinay Muthoo, "A Non-Technical Introduction to Bargaining Theory", World Economics, 1(2) 2000: 145-66, available from: http://www2.warwick.ac.uk/fac/soc/economics/staff/amuthoo
Listen to: Don MacKay on Chairing High Level and UN Meetings
Don MacKay was the New Zealand Permanent Representative or Ambassador to the United Nations and specialized agencies in Geneva between 2006 and 2009 and the Permanent Representative to the United Nations in New York between 2000 and 2005. He is currently a Professorial Fellow at the Australian National Centre for Ocean Resources and Security or ANCORS, which is based here at University of Wollongong. He is talking to Susan about how to chair high level meetings and meeting preparation, giving examples from recent experience such as chairing key meetings in the preparation of the Convention on the Rights of Persons with Disabilities.
James K. Sebenius writes a good deal on negotiations, his web page has links to his other articles: http://www.hbs.edu/faculty/Pages/profile.aspx?facId=6550
For articles on almost any aspect of dispute resolution go to the "Beyond Intractability" website page on Essays: http://www.beyondintractability.org/library/essay-browse-tree