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International Negotiation Skills Programme for non-native speakers of English at the premises of University of St Andrews, Scotland 

20 hours of lectures, workshops and case studies.

Dates: 31.07.2021 – 14.08.2021,

40 hours of lectures, workshops and case studies.

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The International Negotiation Skills Programme is designed to meet the needs of international business people where their first language is not English. The programme covers the development of negotiation, presentation and business English communication skills. Given years of working with entrepreneurs from all over the world, we have witnessed great interest in students looking to develop negotiation skills and learn the techniques. We also introduce our programme participants to the mediation concept and related techniques. The role of a mediator who assists stakeholders in changing their perceptions about a conflict situation and presents possible feasible solutions, is examined in the programme.

Our course participants also learn and practise vital communication skills for participating in and leading negotiations. This part of the programme covers presentation skills, idiomatic business English and non-verbal communication. The Negotiation Skills Programme was developed and delivered at the University of St Andrews, Scotland as part of the university’s Summer School from 2010 to 2018.

A growing interest in the programme in Central Europe and Asia, has seen the programme evolve and it became exclusively delivered by St Mary`s Academy Ltd. at the premises of the University of St Andrews.

Negotiations

The programme on negotiations is divided into four stages. Each stage is combined with case studies, in which participants have the opportunity to practise their acquired knowledge and solve problems. The course is aimed at businesspeople for whom the ability to negotiate is fundamental. Over the years, the programme has been attended by managers from several international companies, who have found the programme to be useful and practical.

Stage: 1

International Communication & Negotiations:

  • Culture versus communication & negotiations
  • Constructive communication in negotiations
  • Achieving smooth communication on an international platform
  • What prevents successful negotiations
  • Case studies

History of mediation & ADR. Negotiation & mediation skills

Stage: 2

Leading & Managing Negotiations:

  • Common negotiating ploys
  • Dealing with tricky negotiations

Effective Negotiations: 

  • Different styles
  • Positions & interests
  • Case studies

The Mediation Concept:

  • Evaluating BATNA & WATNA
  • Bargaining styles
  • Leveraging
  • Case studies

Stage 3

Negotiation Analysis:

  • Strengths & weaknesses
  • What to remember
  • Individual or team negotiations
  • Preparing negotiation teams
  • The decision phase of negotiations
  • Case studies

The Mediation Concept:

  • Breaking deadlocks 
  • The Generous Reciprocal Bargaining Theory
  • Problem vs. People
  • Case studies
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Stage 4

  • The Power of words – becoming more convincing
  • Positive approaches to negotiations
  • Negotiations and building business relation strategies
  • Dealing with difficult people
  • Dealing with difficult situations
  • Case studies

Exam on Mediation

Presentations:

  • The Language of presentations
  • Setting your goals & objectives
  • Eye contact 
  • Body Language 
  • Visual aids
  • The Pace and manner of presentations
  • Getting the audience involved
  • Dealing with interruptions 
  • Concluding

Idiomatic Business English:

  • The Language of International Business Meetings 
  • Directness & Indirectness
  • Business English Idioms
  • Idiomatic Expressions
  • Understanding non-standard grammar

At the end of the Programme successful students will receive two certificates:

  1. St Mary`s Academy Certificate
  2. The Official Mediation Certificate, issued by TWZ Enterprises, USA.
TWZ Enterprises certifies that this activity has been approved for MCLE credit by the State Bar of California. Successful students will earn Four MCLE Credits including One Ethics Credit in the State of California pursuant to Rules 2.1 and 8.0.

Lecturers

Dr. Piotr Jednaszewski

is a lecturer in business negotiations and the mediation concept, a representative and adviser to the University of St Andrews, Scotland from 2000-2018; a former Certified Hostage Negotiator with the Public Agency, NYPD, USA; a mediator, business consultant and negotiator; an author and co-author of books and articles on negotiations, international relations and dealing with difficult people; a Certified Court Translator with the Polish Ministry of Justice; Fellow of the Royal Society of Art, UK; member of Principals Network at Harvard Business School.

Dr. Joanna Ossowska

 is a psychologist, coach, mediator, and crisis interventionist; author of monographs and scientific articles in the field of social psychology, the psychology of emotions, and mental functioning of the representatives of groups in risk of social exclusion; organizer and implementer of programs covering coping with difficult emotions and stress, as well as effective communication. From 2008 to 2013 she was a lecturer at the University of Finance and Administration, conducting workshops in the field of conflict management, mediation, negotiation, decision making, as well as organizational psychology and social psychology; and is the editorial secretary of the scientific quarterly magazine “Money and Social Bond”.