C06 · Core course
International Maritime Negotiation Masterclass
Professional international negotiation starts with a documented position, a coordinated team and a way to follow up.
- 12 Stunden
- 6 120-minute sessions
- Persian or English · in person or online
The management problem
Entering negotiations without a stakeholder map, a clear delegation mandate or proposed text.
Audience: International affairs managers, heads of negotiating delegations and senior managers
Course aim: Prepare a negotiation strategy and carry out a documented role play
Key questions
- How do we move from stated positions to the parties' real interests?
- How are a coalition map, BATNA and red lines prepared?
- How are minutes and agreed text recorded without ambiguity?
Measurable learning outcomes
By the end of the course, participants will be able to:
- Prepare a negotiation strategy and briefing book
- Carry out the delegation's role and messages in a multilateral simulation
- Draft an agreement and a measurable follow-up plan
Sessions
C06-S01 · 2 hours
The structure of international negotiation
Interests versus positions, objectives, BATNA, red lines and constraints
Assessed output: A sheet of negotiating objectives and limits
C06-S02 · 2 hours
Stakeholder maps and coalitions
Influence and interest analysis, the negotiating team and agenda management
Assessed output: A stakeholder map
C06-S03 · 2 hours
Preparing the delegation
The briefing book, key messages, members' roles, formal language and recording decisions
Assessed output: A delegation readiness sheet
C06-S04 · 2 hours
First simulation: a multilateral meeting
Role play on a fictional scenario to amend requirements
Assessed output: A record of proposals and points of agreement
C06-S05 · 2 hours
Drafting text and negotiating clauses
Drafting a memorandum of understanding or position paper and resolving conflicts
Assessed output: A first draft of the agreed text
C06-S06 · 2 hours
Second simulation and feedback
A repeat negotiation, structured feedback and post-meeting commitments
Assessed output: A negotiation follow-up plan
Core scenario (fictional, for training only)
Delegations from three fictional States negotiate a new framework for cooperation on port safety. Each delegation has different interests, budget constraints and opening text.
Final project
A delegation briefing book and the record of a simulation
Criteria: precise identification of the problem and sources, clear reasoning, organisational accountability, prioritised actions, stated limitations and readiness for presentation to a decision-maker.
Method and assessment
Building a briefing book, multilateral role play and practice in drafting agreed text. Interactive teaching, case analysis, group work and trainer feedback.
Short test 20%, session exercises 40% and final project 40%. The suggested criterion for an internal certificate of completion is at least 80% attendance and a score of 70 out of 100; this is not an official IMO or STCW standard.
Official sources
The negotiation scenario is fictional and no position is attributed to any real government or organisation.
Vertrauliches Gespräch
Design a programme for your organisation
Request this course on its own or as part of a learning path.