The textbook is designed to teach the technology of international negotiations in the digital age. The fi rst section presents an overview of scientifi c research on the process of negotiation. The second section contains the basics of negotiation technologies. The third section covers various types of international negotiations. The fourth section describes the main areas of the transformation of negotiation technologies brought about by global digital transformation. For bachelor and master students of universities in the field of international relations and foreign regional studies.

Foreword

Introduction

Section 1 International Negotiations: General Characteristics

Chapter 1 International Negotiations Research

1.1. Major aspects of the analysis of international negotiations

1.2. Foreign studies of the international negotiations

1.3. Russian research of international negotiations

Chapter 2 International Negotiations as a Practice

2.1. Conditions necessary for negotiations to start

2.2. Functions of international negotiations

2.3. Features of human activity in negotiation

2.4. A pproaches to the classifi cation of international negotiations

Chapter 3 Communication During International Negotiations

3.1. The importance of communication

3.2. Non-verbal means of communication in negotiations

Chapter 4 P erception and Decision Making in International Negotiations

4.1. The role of perception in negotiations

4.2. Decisions in international negotiations

Section 2 Preparing for and Holding International Negotiations

Chapter 5 The Main Parameters of Preparation for Negotiations

5.1. Conditions for the start of negotiations in confl icts and crisis

5.2. Organizational issues in the preparation for negotiations

5.3. Preparation for negotiations

Chapter 6 Structure of the International Negotiation Process

6.1. Two basic negotiation strategies

6.2. Stages of negotiation and ways to submit one’s position

6.3. Tactics in international negotiations

6.4. The problem of fl exibility and strength of positions in negotiating

Section 3 F eatures of Conducting Various Types of International Negotiations

Chapter 7 High-Level and Multilateral Negotiations

7.1. O rganization and conduct of negotiations at the summit and high levels

7.2. Multilateral and multi-level negotiations

Chapter 8 National and Personal Styles of International Negotiations

8.1. National negotiating styles

8.2. Personal negotiation style

Chapter 9 Mediation in International Negotiations

9.1. Challenges facing the mediator

9.2. Mediation techniques

9.3. Requirements for a mediator and the major diffi culties they may face

Section 4 The Impact of Global Digital Transformation on International Negotiations

Chapter 10 Digital Technologies in International Negotiations

10.1. Trends in the digitalization of international negotiations

10.2. The digital dimension of negotiation practice

Chapter 11 Social Media in Modern Diplomacy

11.1. Digital public diplomacy

11.2. Digital tools in mediation

Methodological Recommendations

Appendix