Seminar Description

«Commercial Diplomacy » –joint programme of the Department of World Economy, Economic Faculty, St.Petersburg State University and the Center for Trade Policy and Law (Ottawa, Canada)

In the modern conditions successful functioning of subjects of the world economy (be it national economies or single firms) is based substantially on their skill of conducting the bilateral and multilateral negotiations. For this purpose it is necessary: to formulate aims and objectives precisely, to use convincing arguments and counterarguments, to find and involve allies, to provide support from public opinion as well as to imagine main principles on which the system of international trade is based. All these questions are in detail considered within the framework of the present seminar.

After passing this course participants will gain unique for the system of national economic and business education knowledge and skills in the field of:

  -  defining of the general strategy and developing of corresponding tactics of negotiating;

  -  forming coalitions with other participants of negotiations (the interested parties);

  -  usage of analytical tools and special forms for preparing the negotiations and defining of a strategy of negotiations;

  -  features of taking into account psychology and real forces of the parties resisting you at negotiations;