European Negotiations II: Interpersonal and Intercultural Dimensions of European Negotiations

Project Leaders

Target Group
All national and European officials involved in European negotiation processes. This programme has been designed as a follow-up to the seminar “European Negotiations I”, in order to provide participants with a more personal perspective on their individual involvement and performance in European negotiations.

General Objective
In order to influence a negotiation process with integrity you need to reflect on your own behaviour in interpersonal relations. This two-day seminar should help participants to better understand the impact of (their and other people’s) behaviour, attitude, personality, manner of communication and culture, so as to reach their objectives in European multilateral and bilateral negotiations.

Pedagogical Method
The programme will offer individual guidance to participants. Video-recorded role play will be alternated with theoretical contributions, workshops and exchanges of practices. Throughout the seminar, participants will receive personal feedback and progress instructions on specific aspects of their personality, culture and communication performance.

Teaching Objectives
By the end of the training, participants will be able to:

• better identify the mechanisms of interpersonal and intercultural communication that influence the way people listen and understand things during negotiations, with a view to create a climate of trust and credibility;
• analyse their own attitudes, reactions and preferences in relation to others;
• draw up a list of parameters to be considered in European multilateral and bilateral negotiations;
• be conscious of the golden rules regarding communication and argumentation;
• maximise their impact when having the floor and when negotiating informally behind the scenes.

The Programme on European Negotiations (PEN) is an initiative aiming to streamline and unite EIPA’s actions of learning, development, coaching and research on the negotiation processes involving national and European officials within the EU governance system. The PEN aims to bring negotiation theory to EU decision-making processes, rationality and pragmatism to intuitive negotiation skills, shared best practices to individual negotiation experiences, and research to European negotiations as a whole. Open training activities of PEN consist of four complementary seminars to enhance EU negotiation skills: Representation and Negotiation in the Council of the EU (I); Interpersonal and Intercultural Dimensions of European negotiations (II); Managing EU Negotiations under Codecision (III); and the Presidency Challenges (IV).

Programme
The programme will commence on Thursday at 09.00 at the European Institute of Public Administration and will finish with an evaluation of the seminar on Friday at 17.00.

Seminar Venue
European Institute of Public Administration, Bordeaux Conference Room, O.L. Vrouweplein 22, NL-6211 HE Maastricht, Tel: +31.43.3296222, Fax: +31.43.3296296.

Working Language
The seminar will be conducted in English with simultaneous interpretation in French (please note that interpretation will be subject to a minimum number of participants requiring translation). Please indicate your language of preference on the registration form.

Fee
The participation fee is € 975 and includes documentation, two lunches, one dinner and beverages. Accommodation and travel costs are at the expense of the participant or their administration. EIPA offers its members a reduction of 10% of the registration fee. This reduction is available to all civil servants working for one of EIPA’s member countries (i.e. AT, BE, BG, CY, CZ, DK, EE, FI, FR, DE, GR, HU, IE, IT, LT, LU, MT, NL, PL, PT, ES, SE, UK).

Hotel Reservations
The Institute will be pleased to make hotel reservations for you at Hotel Beaumont**** (www.beaumont.nl), at the rate of € 102 p.p.p.n. incl. breakfast and tourist tax. The hotel is in the city centre and close to our Institute, ±10 minutes walk. Should you wish to make use of this possibility, please indicate the dates of arrival and departure on the registration form. Payment is to be made directly and personally to the hotel on checking out. Please note that if you register after the closing date, hotel reservations
cannot be guaranteed.

Meals
The lunches will be served in the Institute’s restaurant and the evening dinner at a restaurant in town. Should you require a special menu (e.g. vegetarian, diabetic), please inform the Programme Organiser so that this can be arranged.

Registration
Kindly complete the registration form and return it before 11 November 2010. Please note that the number of participants is limited.

Confirmation
Confirmation of registration will be forwarded to participants on receipt of the completed registration form.

Payment
Prior payment is a condition for participation. Please indicate the method of payment on the registration form. In any case, the participant or his/her administration will receive an invoice for the payment of the registration fee. For cancellations received after the date indicated on the registration form we will have to charge an administration fee of € 150 unless a replacement participant is found.

Cancellation policy
EIPA reserves the right to cancel the seminar up to 2 weeks before the starting date. EIPA accepts no responsibility for any costs incurred (travel, hotel, etc.). For EIPA’s cancellation policy, please visit our website www.eipa.eu (legal notice).