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International Defense Acquisition Negotiations (MASL P179069)

Upcoming course dates: 14-23 November 2016

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





 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. 

U.S. Applicant Registration Form

Please e-mail the completed registration form to


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