All course materials are in English, and the class discussions will be conducted in English.
The course will be conducted as an interaction between theory, exercises and realistic negotiation-plays based on problems relevant to lawyers including constructive evaluation of each individual participant's activity. Video films will be shown and discussed.
A thorough pre-analysis is a decisive qualification in reaching a satisfactory result as a negotiator. The pre-analysis must deal with definition of the parties' mandate, agenda setting, the possibility of coalitions, possible difficulties in keeping loyalty, the identification and framing of issues involved, power resources, possible alternatives to an agreement etc. The participants will be trained in preparing such pre-analysis.
During the simulated negotiations the participants will be faced with their own negotiation style and trained in the use of other techniques, trained in the use of objective criteria, in focusing on interests in stead of positions, in dealing with emotional outbursts, over-coming "no", identifying and dealing with dirty tricks etc.
Following negotiation the participants must analyse to which extent the preparation was satisfactory, which techniques and strategies were used and might/should have been used, how much information was revealed, whether concessions were reciprocal, whether the results in general were satisfactory etc.
The course will include examples of which qualifications and techniques a mediator/facilitor should possess, and will give the participants an opportunity to practice these techniques to different types of conflicts and to test which techniques will be particularly useful to that participant in particular.