DEPARTMENT OF POLITICAL SCIENCE AND INTERNATIONAL RELATIONS

MA Programme

Academic Year 2020/2021, Spring Semester

INTL551
Negotiation and Mediation: Theory and Practice
Session 11
(Monday, May 31, 2021)

The Art of Negotiation

One major part of a successful diplomacy is negotiation. As such, the art of negotiating is an
essential skill of the modern diplomacy. Negotiations remain the most important function of
diplomacy and many of them represent ‘high-stakes’. Negotiations consist of discussion between
officially designated representatives with the object of achieving the formal agreement.

Reading:
R.P. Barston (2013) Modern Diplomacy:
o Negotiation - chapter 4 All
J.G. Merrils (2011), International Dispute Settlement:
o Negotiation – ch. 1 - ALL

G.R. Berridge, Diplomacy. Theory and Practice:

o Pre-negotiations - chapter 2
o ‘Around the Table’ Negotiations - chapter 3
o Diplomatic Momentum - chapter 4
o Packaging Agreements - chapter 5
o Following Up - chapter 6.