A negotiating workshop invites participants to become familiar with how to prepare for a meeting with a negotiating partner; what is “The Best Alternative To a Negotiated Agreement (BATNA)” and “Alternatives To a Negotiated Agreement (ATNA)”; what are strategy and tactics of negotiation; what are the possible outcomes of negotiations.
The discussion will address the issues of stereotypes in negotiations, the role of non-verbal components of communication, peculiarities of national negotiating styles. At the end of the workshop, participants will be invited to play negotiations.
Marina M. Lebedeva is Professor and the Head of the Chair of World Politics, Faculty of Governance and Political Science, Moscow State Institute of International Relations (MGIMO-University).
Prof. Dr. Lebedeva graduated from the Moscow State University, Faculty of Psychology. She holds a PhD in Psychology from Moscow State University and Prof. Dr. of Science in Political Science from Moscow State Institute of International Relations (MGIMO)
Prof. Dr. Lebedeva also served/serves on the editorial board for International Negotiation: A Journal of Theory and Practice (Published by Kluwer Law International), Polis (in Russian), MGIMO Review of International Relations (Russian), Comparative Politics (Russia) She has published some 400 articles in Russia, the United States, Great Britain, France, Germany, the Netherlands, Romania, South Africa, Latvia and. Her book Dealing with Conflicts In and Around Russia: Enforce or Negotiate? (The Hague, Netherlands Institute of International Relations 'Clingendael', 1992) was published in the Netherlands. Prof. Dr. Lebedeva has authored ten books among them To Be Able to Negotiate (in Russian, Moscow,1991), You Have to Negotiate (in Russian, Moscow, 1993), Conflict Management: Approaches, Technologies, Results (in Russian, Moscow, 1997, second edition in 1999), Technology of International Negotiations (Moscow, 2010, 2016), World Politics (in Russian, Moscow, 2003, 2004; second edition in 2006, 2007, 2011, 2017, 2018) and other.