1-2 October, the Professional Training Centre organised and delivered a two-day training course, “International Negotiations”, for civil servants of Ukraine’s central executive authorities.

The course was delivered by Michael Roberts, a career diplomat, former British Ambassador. Michael Roberts is Programme Director of Diplomatic Skills Lab and regularly delivers training for the College of Europe in Bruges, the European Commission and the European External Action Service.

The course focused on the practical skills, techniques and approaches used by diplomats in both formal and informal international negotiations. Over the two days, participants examined how the nature of international negotiation has evolved, the factors that shape its dynamics, and the ways in which the behaviour of an individual negotiator can affect the work of the wider team. An important part of the course was devoted to analysing the positions, interests, values, needs and concerns of negotiating parties. Through practical examples, participants explored how to move beyond formally stated positions towards a deeper understanding of underlying interests, identify common ground for dialogue, and create a basis for mutually acceptable solutions.

The practical dimension of the training was complemented by examples of high-level meetings and negotiations in different countries. Drawing on specific cases, participants analysed negotiators’ behaviour, non-verbal communication and interaction styles, as well as how these factors can influence the atmosphere, dynamics and overall course of a negotiation.

A separate thematic focus was placed on building trust and establishing effective working relationships between negotiating parties. Participants discussed how professional and personal relationships are developed in different cultural settings and how such differences can affect the pace, style and outcome of negotiations.

Dealing with challenging negotiation situations formed another practical strand of the course. This included approaches to responding to confrontational or disruptive behaviour, as well as the role of the chair and the negotiating team in restoring constructive discussion and bringing the parties back to substantive dialogue.

Particular emphasis was placed on the application of negotiation techniques in the context of Ukraine’s accession process to the European Union. Participants considered how to prepare negotiating positions more effectively, identify key objectives and priorities, take account of the interests of other parties, and work as part of a unified negotiating team.