All news

Re­gis­tra­ti­on Open: Work­shop on Ef­fec­tive Mul­ti­la­te­ral Ne­go­tia­ti­ons and Stra­te­gies

10.11.2022 , News :

Virtual training on concepts and techniques for successful multilateral negotiations, aimed at Spanish-speaking Ozone Units in Latin America. ​

Three sessions: November 29 and 30, December 1. 3 hours per session (8:00am Costa Rica, Honduras, Mexico – 9:00am Colombia, Panama, Peru, Ecuador – 11:00am Chile, Paraguay, Argentina)

For more information:  

© GIZ / DIRK OSTERMEIER (opens enlarged image)

Participants will have a better understanding of negotiation concepts, preparation techniques and techniques applied to the complexity of multi-party international negotiations, and thus increase the chances of success of their teams in international negotiations.



Through this workshop, participants will

  • Learn about the main concepts and techniques of negotiations.
  • Become familiar with the method of preparing negotiations developed by Harvard Law School's Harvard Program on Negotiations.
  • Discuss David A. Lax’ and James K Sebenius' 3D Negotiation model and understand the difference between negotiations between two parties vs. multi-party negotiations.
  • Develop skills and attitudes to improve the negotiating capacity of the participants.


* At the end of the workshop, a certificate of attendance will be sent to those who complete the three sessions

* Participants will be asked to keep the camera on during the workshop sessions

* Limited number of participants




Tuesday, November 29

• Introduction to negotiations

• Why many negotiations result in suboptimal outcomes

• Dual concern model

• Distributive vs. integrative negotiation

• Negotiation between two parties vs. multiple parties

Wednesday, November 30

• The three dimensions of negotiation (3D negotiations)

• How to overcome obstacles to cooperation

• Seven elements of the negotiation process and tools for preparation

Thursday, December 1

• Zone of Possible Agreement (ZOPA)

• Best Alternative to a Negotiated Agreement (BATNA)

• The dance of negotiation: Initial offer, concessions, and compromise

• Solutions that create value

• Conflict resolution

Sa­ve the Date

November 29 – December 1, 2022
(8:00am – 11:00am Costa Rica, Honduras, Mexico – 9:00am - 12:00am Colombia, Panama, Peru, Ecuador – 11:00am -2:00pm Chile, Paraguay, Argentina)
To register for this workshop please change the language of this webpage to Spanish
Fully virtual
GIZ Proklima and Equilatera

Plea­se re­gis­ter on the Spa­nish ver­si­on of this web­site