Naval Postgraduate School - International Defense Acquisition Negotiations (MASL P179069)

International Defense Acquisition Negotiations (MASL P179069)

Additional future course dates: 12 - 21 November 2012

IDARM offers an eight day “International Defense Acquisition Negotiations” course at the US Naval Postgraduate School, Monterey, California once yearly.

Key Course Objectives

Develop an understanding of cross cultural negotiations.
Familiarize course participants with a structured approach to planning and preparing for negotiations.
Examine analytical techniques and fact finding methodologies as aids to developing a negotiation position and best alternatives to a negotiation position.
Learn and apply various negotiation strategies and tactics and understand their situational use.
Provide an opportunity to prepare a negotiation plan and to actually negotiate complex issues in difficult negotiation situations.

Course Topics

This course focuses on planning and preparing for negotiations with a special emphasis on negotiation of complex issues in a multi-cultural environment. Extensive in-class negotiations are conducted. Course participants learn their negotiating style preference and how and when to adapt their negotiation styles given the behavior and goals of the par ties. It is taught by resident and adjunct faculty from both the School of International Graduate Studies and the Graduate School of Business and Public Policy of the US Naval Postgraduate School.

Elements of Negotiations
Leading Negotiation Teams
International Negotiations: Principles & Considerations
Characteristics of Successful Negotiators
The Negotiation Process: Stages and their Importance
Ethics & Bluffing in Negotiations
Use of “Power” in Negotiations
Positional Style Negotiations
Principled Style Negotiations
Guidelines for Effective Negotiations
In-Class Negotiations – One-on-One, Two-on-Two, and Group-on-Group
Reading Assignments with Discussions

Participants

This course is designed for US and international military officers and civilian equivalents of grades 04-06, who directly or indirectly contribute to development of negotiation positions, conduct analyses of information or participate in negotiations. Countries are encouraged to nominate more than one participant.

U.S. Applicants should complete the form below to pre-register for a resident course. Attendance will be confirmed with receipt of the $500 USD tuition fee per course. This fee should be paid with a U.S. check made payable to the Center for Civil-Military Relations and mailed to the IDARM Program Office. The mailing address is Naval Postgraduate School; IDARM Program; 1635 Cunningham Rd; Bldg 259, Room 119; Monterey, CA 93943. If the tuition fee is not received 45 days prior to the start date of the course your slot will be given to the next person on the wait list. Cancellation will result in forfeiture of tuition.

U.S. Applicant Registration Form

Please e-mail the completed registration form to slschwel@np.edu.