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International Defense Acquisition Negotiations:

MASL P179069


IDARM offers an eight day “International Defense Acquisition Negotiations” course at the U.S. Naval Postgraduate School in Monterey, California every fall. IDARM will begin offering this course in the Spring starting in April 2018. Upcoming course dates are as follows:

14-23 November, 2016

13-22 November, 2017

3-12 April, 2018

Course overview:

This course will focus on the planning for and negotiating complex issues related to international armament contracts.  Particular emphasis will be placed on the strategies, techniques and characteristics of good negotiators.  Participants will learn the protocols and processes inherent in the contracting process and develop an understanding of opportunities to negotiate and situations which have non-negotiable elements.

Course objectives:

  • Develop an understanding of cross cultural negotiations.
  • Familiarize course participants with a structured approach to planning and preparing for negotiations.
  • Examine analytical techniques and fact finding methodologies as aids to developing a negotiation position and best alternatives to a negotiation position.
  • Learn and apply various negotiation strategies and tactics and understand their situational use.
  • Provide an opportunity to prepare a negotiation plan and to actually negotiate complex issues in difficult negotiation situations.

Course topics:

This course focuses on planning and preparing for negotiations with a special emphasis on negotiation of complex issues in a multi-cultural environment. Extensive in-class negotiations are conducted. Course participants learn their negotiating style preference and how and when to adapt their negotiation styles given the behavior and goals of the par ties. It is taught by resident and adjunct faculty from both the School of International Graduate Studies and the Graduate School of Business and Public Policy of the U.S. Naval Postgraduate School.

  • Elements of Negotiations
  • Leading Negotiation Teams
  • International Negotiations: Principles & Considerations
  • Characteristics of Successful Negotiators
  • The Negotiation Process: Stages and their Importance
  • Ethics & Bluffing in Negotiations
  • Use of “Power” in Negotiations
  • Positional Style Negotiations
  • Principled Style Negotiations
  • Guidelines for Effective Negotiations
  • In-Class Negotiations – One-on-One, Two-on-Two, and Group-on-Group
  • Reading Assignments with Discussions

Course participants:

This course is designed for US and international military officers and civilian equivalents of grades 04-06, who directly or indirectly contribute to development of negotiation positions, conduct analyses of information or participate in negotiations. Countries are encouraged to nominate more than one participant.

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In-Residence Programs

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In-Residence Programs

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In-Residence Programs