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KINT 5000 - Diplomacy and Negotiation

Type d'enseignement : Lecture alone

Semester : Autumn 2018-2019

Number of hours : 24

Language of tuition : English

Voir les plans de cours et bibliographies



Course Description

A responsible negotiation approach is crucial for diplomacy. Through simulations, the course helps participants do first things first in deal-making and conflict management. This course details six important first moves: (1) Prepare a strategy for people, problems and processes before starting your negotiation. (2) Improve working relationships, as well coalitions, before any other action. (3) Understand the others' viewpoints before presenting yours. (4) Work out the process, the agenda and the meeting steps before addressing the problems. (5) Sometimes create the conditions for successful negotiations through a coercion and incentives campaign away from the table, to shape the perceptions of the other side's options before seeking a common ground and solutions at the table. (6) Deepen your negotiation methods before addressing multilevel, multiparty and multicultural complexity. In other words, as participants, you will strive to become more responsible negotiators.


  • KOGAN, Eugène B. (Director, Harvard Kennedy School)
  • LEMPEREUR, Alain (Research professor, Brandeis University)

Pedagogical format

In order to make this training workshop as interactive as possible, this course uses simulations. Participants are asked to prepare them, to be ready to role-play them in class, to report their results, and to share their experience with their classmates. They are also provided with concepts, techniques and tools for their daily negotiations, for their preparations, actions, and reviews.

Course validation

1. Attendance and active participation – 10% [group and individual] 2. Pre- and post-simulation worksheets – 20% [group and individual] 3. Midterm knowledge test – 40% [individual] 4. Oral presentation – 30% [group]


Participants in the class will be exposed to case studies, exercises and video excerpts that they will be asked to prepare, review and analyze. Additional requested time before class: 3 to 4 hours.

Required reading

  • Lempereur, Alain and Colson, Aurélien. The First Move. A Negotiator's Companion. Wiley, 2010.
  • Introduction and Conclusion chapters from Art, Robert J. and Cronin, Patrick, The United States and Coercive Diplomacy. Washington, D.C.: U.S. Institute of Peace, 2003.

Plans de cours et bibliographies

Séance 1: Negotiation Strategy (Professor Lempereur)
Required readings:

  • Lempereur, Alain and Colson, Aurelien, The First Move. A Negotiator’s Companion, Wiley, 2010, introduction and chapter 1.
  • Lempereur, Alain, “Responsible Negotiation: Caring for People, Problems, and Processes.” Human Capital Review, November 2011.
  • Lempereur, Alain, “Leading Successful Negotiation on Behalf of Europe. An Analysis of the EC High-Ranking Officials' Practices.” European Review, July 2009, Vol. 17, # 3/4, 541-568.

Assignment for this session:

  • Review syllabus

Session 2: Negotiation Preparation (Professor Lempereur)
Required readings:

  • Lempereur, Alain and Colson, Aurelien, The First Move. A Negotiator’s Companion, Wiley, 2010, chapter 2.
  • Lempereur, Alain, “Responsible Negotiation: Exploring the Forest Beyond the Tree.” Journal of Global Responsibility, Vol. 3, #2, October 2012, pp. 198-207.
  • Lempereur, Alain, ““Humanitarian Negotiation to Protect: John Rabe and the Nanking International Safety Zone (1937-1938).” Group Decision and Negotiation. (2016), 25: 663-691.

Assignment for this session:

  • Prepare the simulation DS-30

Session 3: Process in Conflict Management (Professor Lempereur)
Required readings:

Assignment for this session:

  • Prepare the simulation The Norket District
  • Watch 13 Days

Session 4: The History of Diplomacy and Negotiation (Dr. Kogan)
Required readings:

  • Art, Robert J. and Cronin, Patrick, The United States and Coercive Diplomacy.  Washington, D.C.: U.S. Institute of Peace, 2003, Introduction.
  • Lempereur, Alain, Pekar, Michelle and Kogan, Eugene B., eds.  Francois de Callieres, On the Manner of Negotiating with Princes.  Droz, 2017 (forthcoming), Chapters 2, 3, 4, 5.

Assignment for this session:

  • Midterm knowledge test

Session 5: Coercive Negotiations (Dr. Kogan)
Required readings:

  • Art, Robert J. and Cronin, Patrick, The United States and Coercive Diplomacy.  Washington, D.C.: U.S. Institute of Peace, 2003, Conclusion.
  • Mnookin, Robert, “Why Negotiations Fail: An Exploration of Barriers to the Resolution of Conflict,” Ohio State Journal on Dispute Resolution, 235, No. 2, 1993.
  • Mnookin, Robert; Peppet, Scott and Tulumello, Andrew. Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, MA: Harvard University Press, 2000, pp. 211-223.

Session 6: Nuclear Negotiations (Dr. Kogan)
Required readings:

  • Eugene B. Kogan, “Economic Incentives and Pressure in Nuclear Negotiations with Iran.”  In Mohammad Elahee, Farid Sadrieh, and Michael Wilman, eds., Reintegrating Iran with the West: Challenges and Opportunities. Bingley, UK: Emerald, 2015.
  • Eugene B. Kogan, “Obama Doctrine and Nonproliferation: Strategic Engagement in Action.”  In David A. Valone and David T. Ives, eds., Nuclear Proliferation and the Dilemma of Peace in the 21st Century.  Newcastle upon Tyne, UK: Cambridge Scholars Publishing, 2010.

Biographical Information

Dr. Eugene B. KOGAN is the Research Director of American Secretaries of State Project, a joint initiative of the Future of Diplomacy Project at Harvard Kennedy School, the Program on Negotiation at Harvard Law School, and Harvard Business School.  Dr. Kogan leads the American Secretaries of State Project’s research to prepare the interviews of all former U.S. Secretaries of State about the most demanding and consequential negotiations they conducted while serving in the nation’s highest foreign policy office. 
Dr. Kogan is a former Stanton Nuclear Security Postdoctoral Fellow at the Belfer Center for Science and International Affairs at Harvard Kennedy School. He specializes in coercive negotiations and holds a Ph.D. in Politics from Brandeis University, with a doctoral thesis that was awarded Harvard Program on Negotiation’s 2014 Raiffa Award for the Best Student Doctoral Paper. Dr. Kogan is working on a book on nuclear negotiations.  He co-taught a course on military instruments of foreign policy at Harvard Extension School in the fall of 2014, and has given lectures on coercive negotiations and adaptive leadership in Harvard Kennedy School’s Executive Education programs.

Professor Alain LEMPEREUR is the Alan B, Slifka Professor at Brandeis University, and the director of the Graduate Program in Conflict Resolution and Coexistence at the Heller School for Social Policy and Management. He is also an affiliated Faculty and an Executive Committee Member of the Program on Negotiation (PON) at Harvard Law School. He has been a consultant for the United Nations (UNITAR), since 1997, as well as a UNITAR Senior Special Fellow. He is the chair of the Scientific Committee of Humanitarian Negotiation Exchange (HNx), project of the ICRC and the Future of Diplomacy at the Kennedy School of Government.
His PON research and expertise address responsible negotiation and leadership. He published a dozen books, namely the bestseller The First Move. A Negotiator’s Companion that appeared in many languages.
For 20 years, in over 60 countries, he has run research, executive education and consulting missions for international organizations (EBU, European Commission and Parliament, OECD, International Committee of the Red Cross, MSF, NRC, UNDP, UNEP, UNITAR, UNOCHA, etc.), national governments, global consulting firms (The Boston Consulting Group, McKinsey, etc.) or corporations (Airbus, Credit agricole, Danone, EDF, Orange, Sanofi-Pasteur, Vivendi, etc.). He belongs to the UN mediators' network.