Masterclass on cross-cultural negotiations

An international setting close to you – a rare occasion where you can listen, reflect, learn and share knowledge and experience in cross-cultural negotiations. Please join us!


27. jun.

Påmeldingsfrist: 29. mai.

Fortsatt ledige plasser


7 juridiske timer



Gamle festsal, UiO, Karl Johans gate 47, Domus Academica, Oslo


Medlemmer: 3 750 NOK

Andre: 5 150 NOK


Hva lærer du?

The topic and the quintessence of this masterclass is cross-cultural negotiations. 

In this masterclass, leading academics and experts in the field of negotiations will share their knowledge, experience and mindset as international negotiators in a cross-cultural environment. They will share their views on all stages of negotiations such as; the preparation phase, the difference and similarities in communication skills and stereotypes, and the need of building relationships - and how to do that most effectively.
Another topic is bargaining styles, and similarities and differences within and across regions.

We have organized these topics in five sessions throughout the day:

  • Session 1: A world of conflicts
  • Session 2: Culture and psychology
  • Session 3: Culture and psychology
  • Session 4: In the context of law and lawyers
  • Session 5: The power of nice.

By attending this masterclass, you will be able to improve your awareness of:

  • The importance of understanding the culture within yourself; the fact that you see the world in a particular way because of your own background, personal history, and culture
  • How to prepare and plan for the cultural aspect in your upcoming negotiations abroad as well as in your home country
  • How it is to negotiate in a different country or culture, i.e. to be Norwegian in Singapore, and how “they” see /experience you - the reflections and feedbacks 
  • What you can do to succeed and reach your clients goals in the best possible way.


From 7th of June – 1st of July the International Negotiation Competition (INC) for law students will take place in Oslo. This year it is hosted by Juristforbundet, Forum for Dispute Resolution, The University of Oslo, Artnzen de Besche Law Firm, ELSA Norway and Juristenes Utdanningssenter.

The INC is the oldest and most renowned competition focusing on international legal negotiation for law students from all over the world.

We would like to take this opportunity to gather professionals to reflect, learn and share knowledge on a current theme.
This Masterclass is also open to the participants of INC.


Hvem passer kurset for?

Lawyers, judges and other professionals with experience and interest in the field of negotiation and dispute resolution.


8:30 Registration
9:00 Welcome

Mr Larry Teply, Chair of the INC Executive Committee

Mr Dag Michalsen, Dean, Faculty of Law, UiO

Mr Michael Rummelhoff, host and project manager INC 2017, the Norwegian Association of Lawyers

Mr. Frank Astill, President of the INC Executive Committee

9:10 Master class presentation of the concept and topics of the day

Mr Roar Thun Waegger, moderator, the Norwegian Association of Lawyers

Advokat, Roar Thun Wægger,
Norges Juristforbund , Oslo

9:15 Session 1: A world of conflicts

Contemporary challenges to peace and security: strategies for conflict prevention, management, and resolution


Mr Terje Rød-Larsen, President IPI, USA

Terje Rød-Larsen, President IPI, Terje Rød-Larsen,

9:55 Small stretch break
10:00 Session 2: Culture and psychology: Negotiation - an intercultural challenge

How to negotiate in these fast moving days. Deal breakers based on cultural distinctions and preparation: Key to success 

Managing Partner, President of the management board, Jochen Luksch,
Egger, Philips & Partner AG, Switzerland

10:20 Session 2: Culture and psychology: Stained Glass: The nature and function of culture

The session will consider the anthropological and psychological nature of culture; how culture generates and mediates meaning, how it is experiensed from the inside and how it is perceived from the outside. The session will consider how culture is multi-layered, interdependent and contradictory, how we are part of a global culture and yet, how each of us defines our own culture of one. As such, every negotiation is cross-cultural and yet none are. This dynamic touches on the nature of communication and on the challenge of generating rapport. In the final analysis, perhaps culture is less about language and geography than we think it is.

Professor, Mark Saunders,
London, uk

10:40 Session 2: Culture and psychology - The art of Psychological Comfort

We are born into the world being able only to experience and display comfort and discomfort. In life we continue to influence and being influenced by others creating and feeling both comfort and discomfort. Great negotiators master the exquisite art of establishing maximum psychological comfort in themselves as well as their negotiating partners and only discomf ort when it is strategically thought through with a clear purpose.Psychological Comfort as a term was coined by former FBI-agent Joe Navarro –and one of the most renowned experts in the world within the field of understanding and decoding body language.



In this session Mikkel Gudsøe provides a broader yet effective insight into the concept and tips on how great negotiators can work professionally and personally with the concept to enhance their overall success.

Honorary Associated Professor And Executive Vice President , Mikkel Gudsøe,
University of Aarhus (Negotiation), Business and Social Sciences

11:00 Q&A
11:10 Break
11:30 Session 3: Culture and psychology - Japanese negotiators - myths and the truth

Japanese negotiators are typically described as "quiet," "emphasize good relationship," and "easy to compromise," etc.  Are they correct? Will such understanding help you in future negotiations with Japanese negotiators?  We will critically examine some "myths" about Japanese negotiators and try to find out the "truth."  We also would like to consider the risk of prejudice/stereo-type analysis in cross-cultural negotiation.


Professor, Tetsuo Morishita,
Sophia University Law School, Japan

Professor, Shozo Ota,

11:50 Session 3: Culture and psychology - Status, Belonging and Face

This session will provide an insight into how the cultural traits of status (Power Distance Index) and Belonging (Individualism/Collectivism) provide insight as to how Asian cultures choose to engage in Facework. Participants will then have an opportunity to apply these insights by analyzing a video clip.

Associate Professor, Joel Lee,
National University of Singapore

12:10 Session 3: Culture and psychology - Negotiations with Middle Easterners as representatives of the "honor" model of cross-cultural negotiaon

Much research has been done on “face” and “dignity” cultural constructs. However, the “honor” construct lies somewhere in between the two, sharing entailments from both. This presentation discusses the “honor” model of cross-cultural negotiations, using Middle Eastern negotiators as a representative example. The “honor” model also applies to cultures such as Indian, Latino, and Persian.

12:30 Q&A
12:40 Lunch - “grab a bite, chat and network” in the garden of the Faculty of Law
13:20 Session 4: In the context of law and lawyers - The legal implications of statements and conduct during negotiations

The courts in many jurisdictions tend to treat agreements reached by negotiations differently from other agreements. When negotiations lead to an agreement, it is not uncommon that the parties refer to their discussions during the negotiations when seeking to establish the true meaning of the agreement they have entered into. In this session we shall explore the legal implications of statements and conduct at the negotiation phase. More important, the relevance of negotiations vary from jurisdiction to jurisdiction. We ask why there are such divergences in approach between the common law and civil law traditions. What are the advantages of ignoring the parties’ negotiations, and, converesely, to what extent may it be helpful to look at the parties changing positions in the construction of contracts? Finally, we discuss which legal implication the negotiator needs to be aware of when using tactics to reach an agreement.

Advokat, Erlend Haaskjold,
Arntzen de Besche Advokatfirma AS, Oslo

13:40 Session 4: In the context of law and lawyers - A slightly unusual angle on culture

Graham has a particular interest in how negotiators talk about money, and why it is that so many people seem to be afraid of figures or claim that they are just not good with numbers.  As well as talking about the culture of the numbers man, and why lawyers need to become as comfortable with figures as they are with words and argument, he has a package of suggestions on how to work the numbers to get the best possible deal.

Director of Consultancy, Graham Massie,
Centre for Effective Dispute Resolution (CEDR)

14:00 Session 4: In the context of law and lawyers - The power of effective listening and communication in negotiation

The presentation will address the proposition that negotiation has less to do with talking and more to do with listening. I will discuss the value of ‘active listening’ and ‘listening well’ and suggest that these skills can be used effectively to understand that negotiation is often less about resolving conflicting positions between parties and more about understanding potential conflict of interests. Good communication is also essential in any negotiation and is enhanced by the resourceful use of knowledge and information. The presentation will draw on my experiences as a magistrate in the Criminal Courts in Scotland as a context to describe how the combination of effective listening and clear communication with both the accused and the lawyer in court acting on behalf of a client assists in decision making and one that is often the product of a ‘negotiation’ across shared information between lawyer and judge.

Professor, Dr. Susan Stokeld,

14:20 Q&A
14:30 Break
14:50 Session 5: The power of nice

How to negotiate so everyone wins - especially you!

Chairman And Counsel to the Firm, Ronald M. Shapiro,
Shapiro Negotiations Institute, USA

16:30 Q&A
16:40 End of the day
16:45 Reception and networking in the University Gardens for all participants
18:00 End of day
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Innen område «Forhandlinger» tilbyr JUS blant annet kurs i forliksforhandlinger, strategiske forhandlinger, kontraktsrisiko, og meklingsutdanningen . I juni 2018 arrangerer JUS for tredje gang forhandlingskurs på Harvard-campus, med lærerkrefter fra Harvard Law School. Dersom du har innspill til temaer eller foredragsholdere hører vi gjerne fra deg, kontakt direktør Torill Løebekken på





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