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Influencing & Managing multilateral negotiation

In today's interconnected world, managing diverse stakeholders and operating within multilateral settings are essential skills in diplomacy, business, and international relations. Negotiation, as a cornerstone of cooperation and dispute resolution, requires more than intuition—it can be structured, taught, and analysed for greater effectiveness.

In addition to bilateral settings, the growing influence of stakeholders and the proliferation of international forums demand advanced tools and skills for multilateral negotiations. For diplomats, politicians, administrators, and corporate leaders alike, multilateral settings bring unique challenges and require the following expertise: how to build and strengthen coalitions; how to navigate meetings, sub-committees, and caucuses; how to leverage processes across decision fora; how to finalise agreement amidst shifting dynamics; how to communicate with the press and external stakeholders.

This training programme equips participants with essential skills to manage these complexities. It focuses on understanding personal strengths and challenges, mastering effective negotiation strategies, and applying structured frameworks and tools in multilateral settings. By first establishing a strong foundation in bilateral negotiation, participants will be better prepared to navigate and lead in multilateral environments.

Overview

Intended Participants

This programme was designed for diplomats, lobbyists, ambassadors, international managers, investors, public relations professionals as well as individuals working in NGOs.

Objectives

Identifying strengths and addressing challenges as a negotiator
Understanding and utilising a framework for successful multilateral negotiations and international conferences
Navigating deadlocks and challenging negotiations in situations of power imbalance
Influencing stakeholders and building coalitions

Programme

Identifying the major tensions: managing the people, processes, and problems
Achieving the objective: building a clear strategy and objective, and deploying effective tactics

Maximizing the outcome: selecting and applying the right process and tools
Structuring the negotiation: key steps for a well-organised negotiation process

Handling difficult negotiators: strategies to manage challenging behaviours to reach agreement
Mastering persuasion: techniques to gain influence and foster alignment among stakeholders

Acknowledging essential dynamics: understand and analyse the interpersonal factors that influence negotiations
Becoming more effective: enhance self-awareness and empathy to improve outcomes in complex interactions

Structuring the process: learn to build effective agendas and sequence discussions
Adopting the right attitude: understand how to position yourself to foster trust and neutrality

Approaching complexity: develop strategic plans to address unique challenges
Managing parties: techniques for building and dismantling coalitions

Managing multi-stakeholder negotiations: strategies for handling multi-issue, multi-party discussions
Adapting to dynamics: respond to changes and shifts in negotiation processes and content

Handling differences: manage power asymmetries and navigate deadlocks
Structuring closing procedures: ensuring clarity and consensus when finalising agreements

Practical Information

Duration : 4 days (32 hours)
Our courses can be adapted to accommodate various accessibility requirements. Please do not hesitate to contact us to discuss any necessary

Pedagogical Approach

Participants engage in hands - on learning through simulations, followed by debriefing sessions with the programme instructors.
Practical tools and proven theories will be shared at the conclusion of each session.
Programme simulations use multilateral settings such as WTO, COP, and UNSC.

Admission Requirements

There are no prerequisites for this training programme.

Teaching Staff

Adrien Pinelli

Managing Director, Eurazeo Former Diplomat, Head of Middle East and Global Public Affairs

Ricardo Perez Nuckel

Founding Partner, berkana-z Consultant, Mediator and Trainer in complex negotiations for international organisations