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International Negotiations Case Studies Programme   

Online programme: 20 hours

Summer Programme at the premises of University of St Andrews: 40 hours

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The programme can be also delivered in your company or at the University of St Andrews. If you are interested in further information, please send an email to:

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.

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

Stage: 3

The Mediation Concept:

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

Stage: 4

Negotiation Analysis:

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

Stage: 5

The Mediation Concept:

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

Stage: 6

  • 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

Stage: 7

  • Recap of the programme and exam on the Mediation Concept

At the end of the Programme Successful Participants will receive two certificates:

  1. St Mary`s Academy Ltd 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.

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.