Monday, October 24
8:45 – 10:15 Introduction to course and course objectives

Lecture: How, why and when to choose trade negotiations as the most effective policy instrument to pursue a country’s bilateral trade strategy
10:15 – 10:30 Break
10:30 – 12:00 Lecture: Negotiation strategies and techniques

The fundamentals of trade negotiation strategies and tactics, including:

  • Analyzing possible zones of agreement
  • Dealing with lack of agreement
  • Bargaining; managing the trade negotiation process
  • Preparing a politically-acceptable trade agreement
12:00 – 1:00 Lunch
1:00 – 2:30pm Initial team meeting: Participants break out into negotiating team meetings to discuss strategy with their coaches and determine team member responsibilities
2:30-2:45 Break
 2:45-4:30            Briefings on negotiating issues: goods; services;    investment; state-owned enterprises, and economic cooperation
Tuesday, October 25
8:45 – 10:00 Briefings on negotiation issues (continued): Instructors finalize briefings on the principal issues to be negotiated: goods; services; investment; state-owned enterprises, and economic cooperation
10:00 – 12:00 Participants break out into two negotiating teams and hold initial team meetings with their respective coaches to plan negotiation mandates/strategies
12:00-1:00 Lunch
1:00-2:30 Team meetings to prepare opening plenary statements and initial strategy
2:30-3:00 Negotiations begin with introductory remarks of Chief Negotiators
3:00 – 4:30 Initial meetings of individual Negotiating Groups under direction of their respective instructors. Chief Negotiators will meet one-on-one to discuss cross-cutting negotiating issues

 

Wednesday, October 26
8:45 – 12:00 Bilateral negotiations on each negotiating issue are conducted. Teams can also meet at any time separately during this period.  Teams finalize their internal discussions in preparation for the second plenary meeting of the negotiations
12:00 – 1:00 Lunch
1:00 – 2:00 Plenary meeting held
2:30 – 4:30 Teams meet separately for an internal discussion of the outcome of the plenary session and to plot strategy for the next session

 

Thursday, October 27
09:00 – 12:00 Meetings of Negotiating Groups to formulate negotiating texts in their respective areas
12:00 – 1:00 Lunch
1:00 – 3:00 Plenary meeting held to finalize negotiating texts and approve negotiated outcome
3:00 – 4:30 Debriefing sessions over coffee with participants; feedback and lessons learned