A simulation of a night of negotiation at the UN General Assembly, that was the immersive exercise offered to NEOMA’S second-year CESEM students in early December. Divided among delegations, each of them represented a country and its interests. How does this ‘UN Night’ prepare our students for international negotiation?

Why is it important to learn international negotiation?

Because international negotiations become more complex as crises intensify and the interests of nations diverge.

Let’s take the example of the recent COP28: the discussions on the gradual abandoning of fossil fuels revealed deep divisions between the countries most vulnerable to climate change, such as Bangladesh, and the great powers that depend on coal, such as China.

What are the three great challenges of a negotiation?

1/Firstly, the divergent national interests. For example, a delegation such as India might claim the right to economic development based on using fossil fuels, while countries such as Denmark or Japan could insist on ambitious solutions to reduce greenhouse gas emissions.

2/Then there is the influence of political blockading. Some delegations, such as those of Russia or China, could use their right of veto to put a stop to proposals perceived as contrary to their strategic interests. 

3/Finally, the limited time: The pressure to reach a resolution within tight timeframes reproduces the constraints of real international negotiations.

What skills are needed for international negotiation?

1/ Analysing a complex problem. The students learn this through case studies on environmental issues. They also learn about the structure of the UN Security Council and the dynamics of the COP climate conferences.

2/ Mastering the techniques of reasoned negotiation, taught by Dimitri Vasiljevic, Professor of Negotiation at NEOMA, and his team in practical workshops based on Harvard methods.

3/ Managing multi-cultural teams. By playing a specific role within their delegation (ambassadors, analysts, negotiators), students get right to the heart of this skill. 

4/ Structuring ideas in a powerful and organised way during negotiation sessions, whether formal or informal.

What are the 4 soft skills necessary for negotiation?

1/ Eloquence and reasoning: essential in defending their position to other delegations, especially in formal contexts. 

2/ Active listening and conflict management: key skills, particularly useful in informal negotiations, to identify compromise and defuse tension. 

3/ Analytical and strategic thinking: each delegation must draw up a clear strategy, identifying allies and adversaries based on geopolitical data. 

4/ Teamwork and leadership: well-defined roles (ambassadors, analysts, negotiators) foster cooperation and help leaders emerge in each delegation.

How are NEOMA’s CESEM students ready to rise to these challenges?

Because they learn to move in multicultural contexts, understanding the geopolitical and economic dynamics. This all-nighter helps them develop mental and emotional resilience, essential in managing the frustrations inherent in deadlock situations. Finally, they acquire the skills to forge alliances and innovate in within joint solutions, essential abilities in a fast-changing world.

These answers are from Matthieu Alfré, a contributor from Alma Conseil which organised the event alongside the Un’iversal association and Dimitri Vasiljevic, Professor of Negotiation at NEOMA. As he said, “This event perfectly reflects the teaching values at NEOMA: to train leaders capable of adapting to complex environments, to collaborate with a wide variety of stakeholders, and to take enlightened decisions to rise to global challenges.”