1. Economic Diplomacy Negotiations Kishan S Rana CUTS Training Seminar, Jaipur, October 2007

2. 1. Basics Inter-State neg is never a ‘zero sum game’. Saner calls this ‘integrative’ agreements, rather than ‘distributive’. Increasingly, home publics are an invisible presence. Reaching out to foreign publics, and denying the other side access to one’s own, is ‘public dip’

3. 2. Evolution The evolution of Eco Dip has been: Salesmanship Networking Regulation management These stages mark a progression, but they also operate in parallel. They are underpinned by IMAGE, or ‘Country Brand’

4. 3.A. Pre-Negotiation Agenda, format, venue, delegation, timing to be set. Identify congruity & divergences Settle all the preliminaries, + media management Settle potential blockages Exploratory probing Confidence building measures (for pol neg) Track II dialog, even Track III

5. 3.B. Preparation Establish internal consensus, ‘Ringi’ Analysis of own strengths, problem areas Aims & limits of other side, hidden agenda Alternatives, options, fallback What is our BATNA BATNA of other side Build negotiation team Political clearances, neg brief.

6. 3.C. Negotiations Initial presentations Exploration Formula stage Details stage Packaging stage Build implementation into agreement Most creative part is during breaks Recognize endgame stage, time for final deal, concessions If blocked, sum up stage reached via minutes, MOU

7. 3.D. Follow-Up Vital stage, overlook at one’s peril Full assessment Communicate result to stakeholders Detail the ‘learning’, build institutional memory Not all issues are amenable to negotiation When to negotiate is a key decision

8. 4. Harvard Method Fisher and Ury “Getting to Yes” Separate people from the problem Consider perception of other side, listen Behind adversarial positions, interests may be common Identify interests, talk of interests, Make a creative search for options Premature judgment hinders ideas, options may be latent in interests Criteria may offer solutions Prepare fair standards, frame each issue as a joint search for criteria.

9. 5. Koh’s 8 Principles 1.Each negotiation special, different 2.Build cohesive team 3.Master own brief, and of other side 4.Know when and how to use foreign advisers 5.When facts are in dispute, 3rd party may help 6.Win trust emotional intelligence 7. Understand other side’s culture box 8.Think win-win