NEGOTIATIONS
Compulsory course (workshops) for 3rd year Bachelor Students of Politics of Global Challenges
Institute of International Relations and Political Science, Vilnius University
2024/2025 fall semester
Course presented by lecturer Marija Dautartaitė
marija.daut@gmail.com / marija.dautartaite@tspmi.vu.lt
OVERVIEW OF THE COURSE
The purpose of this course is to provide students with skills and tools how to organize, prepare and conduct negotiations. The course consists of 12 workshops (seminars) that are mandatory to all students. There will be no lectures to cover the theoretical part of negotiations, however, part of some seminars will be dedicated to introducing basic theories of negotiations. No more than 1 missed seminar is allowed (without substantial justification presented before the seminar begins).
The course will start from methods and techniques used in simple (two or three actors) negotiations and gradually expand towards multi-party negotiations, that is students will move from everyday issues to complex political problems. The course emphasizing the ability to plan negotiation as a continuous process, not a single event and provides students with understanding how to prepare for negotiation and successfully go through the entire process. During the group tasks students will analyse various stages of the preparation for negotiating before conducting negotiations themselves. Preparation includes identifying and articulating the problem, drawing map of stakeholders and principal actors, learning their pains and gains, identifying potential allies and opposition, evaluating social and political context, preparing action plan, setting a timeline and, finally, starting the negotiation. During a workshop, students will learn how to identify tactics and techniques used by opposing negotiator – part of successful negotiation is not to fall into negotiation traps.
The course trains how to become successful negotiation and builds verbal communication and other useful tools, such as: a) teamwork and project management skills that will be acquired during group work; b) problem solving skills that will be developed through working on a specific case; c) public speaking skills that will be formed during simulations of negotiations; d) leadership skills that will be developed and sharpened during the entire process of negotiation.
The students are expected to pre-read compulsory literature before each seminar – reading materials will be uploaded on www.emokymai.vu.lt. Additionally, during the seminars students will be invited to analyse and discuss on additional resources provided by the lecturer (videos, articles, diagrams, etc, provided by the lecturer) and participate in various simulations in class.
- Dėstytojas: Marija Dautartaitė