| CODE | EST5349 | ||||||||||||||||
| TITLE | Negotiations and the EU: Theory and Practice | ||||||||||||||||
| UM LEVEL | 05 - Postgraduate Modular Diploma or Degree Course | ||||||||||||||||
| EQF/MQF LEVEL | 7 | ||||||||||||||||
| ECTS CREDITS | 5 | ||||||||||||||||
| DEPARTMENT | European Studies | ||||||||||||||||
| DESCRIPTION | Negotiation is a fundamental human skill, deeply embedded in our daily interactions, whether resolving minor disputes with neighbors, reaching agreements among friends, or formalizing major transactions in professional life. Yet, negotiation within the European Union transcends everyday practice—it is the mechanism by which member states reconcile diverse interests, shape policy, and address cross-border challenges. The EU is unique in its negotiation environment, characterized by complex institutions and multi-level governance. From budget allocations and trade agreements to environmental regulation and treaty reform, successful negotiation within the EU requires a specialized understanding of its institutional architecture, legal framework, and diplomatic norms. The proposed study-unit combines theoretical foundations, practical simulations, and analyses of negotiations both within the EU and with external actors, including the EU’s role as an international mediator. Study-Unit Aims: The proposed study-unit aims to equip students with a comprehensive understanding of negotiation theory and practice within the European Union context. Through the exploration of fundamental negotiation concepts and principles, students will develop the analytical and practical skills necessary to understand the multi-level institutional setting of EU decision-making. The study-unit will focus on both the strategic and procedural dimensions of negotiation, from pre-negotiation planning and position analysis to the execution of interest-based negotiation strategies. Furthermore, students learn about how the European Commission, Council of the EU, and European Parliament function as key negotiating actors. Ultimately, the study-unit prepares students to understand the mechanisms through which negotiation shapes EU institutional outcomes Learning Outcomes: 1. Knowledge & Understanding: By the end of the study-unit the student will be able to: - Describe and discuss the fundamental concepts and principles of negotiation, with a focus on their application within the European Union institutional and policy context; - Develop a comprehensive understanding of the pre-negotiation and planning phases essential for success in multi-party, multi-level EU negotiations; - Identify and analyze negotiation positions, underlying interests, BATNAs (Best Alternative to a Negotiated Agreement), strategies, and tactics relevant to both EU actors and their negotiation counterparts; - Conduct interest-based and integrative negotiations, emphasizing consensus-building and coalition formation among diverse EU stakeholders; - Analyze key negotiations that took place throughout EU’s history, from treaty revisions to budget deals; - Define the role of key EU institutions (European Commission, Council of the EU, European Parliament) in negotiation processes and decision-making. 2. Skills: By the end of the study-unit the student will be able to: - Analyse and planwith regard to the negotiation setting (e.g. stakeholder mapping, pre-negotiation preparations); - Identify and distinguish between positions and interests; - Develop a capacity to move beyond pototional bargaining; - Develop problem-solving mindset and skills; - Discuss analytical frameworks for evalluating negotiation strategies and outcomes; - Communicate effectively especially with regard to complex and multi-stakeholder environments. Main Text/s and any supplementary readings: View reading list |
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| STUDY-UNIT TYPE | Seminar | ||||||||||||||||
| METHOD OF ASSESSMENT |
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| LECTURER/S | Andreas Kotelis |
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The University makes every effort to ensure that the published Courses Plans, Programmes of Study and Study-Unit information are complete and up-to-date at the time of publication. The University reserves the right to make changes in case errors are detected after publication.
The availability of optional units may be subject to timetabling constraints. Units not attracting a sufficient number of registrations may be withdrawn without notice. It should be noted that all the information in the description above applies to study-units available during the academic year 2026/7. It may be subject to change in subsequent years. |
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