This is Team C´s work in Global Negotiations II (Dr. E. Borris) about the conflict between Russia and Ukraine. Crimea, center stage of the conflict Gas to heat Europe Crisis 2012 Sanctions to Ukraine Barricades in Kiev Reviving the Soviet Unión collapse Negotiating Style of Ukraine, Russia, Germany, France and United States. Team C: David Altmayer Steven Bay Matt Daniels Rosa M. Panadero M. Cindy Posey

1. Ukraine – Russia
https://drive.google.com/file/d/0B7fcbOgrLOAGazRHX2Y4MjY1V0k/view?usp=sharing
Global Negotiations II
David Altmayer
Steven Bay
Matt Daniels
Rosa M. Panadero M.
Cindy Posey

2. Crimea on the center stage of the conflict

3. Two options
• Russian-directed Eurasian Customs
Union (ECU)
• Yanukovych moved toward an
agreement with the Russian-directed
Eurasian Customs Union (ECU), which
includes Russia, Belarus, and
Kazakhstan at present.
• EU membership on
the horizon
• President
Yanukovych's decided
to back away from
establishing a free
trade and further
political cooperation
between Ukraine and
the EU,

4. Ukraine:
The Gas to
Heat Europe

6. Crisis in 2012

7. Gas to Europe and sanctions to Ukraine

8. December 2013

9. Agreement and $ 20 billion for Ukraine

10. Barricades in the streets

11. Pro EU barricades in Kiev

12. Reviving the Soviet Union collapse

13. Ukraine, September 2014

14. January 2015
• The detention
of a female
Ukrainian pilot
• Thimoshenko
at the
Ukrainian
parliament

15. February 2015

17. The Protagonists and
Their Negotiation Style

18. Angela Merkel (Germany)

19. Germany’s Negotiating
Style
• Prepare negotiations very well
• Planned timelines and rules of communication:
listening, no interruptions
• Respect the agenda
• Authenticity is important: “No, I can´t” is true.
• Compromise in negotiations
• Conflicts are handled openly and directly
• Arguments and facts on the table, no emotions
• Separate personal issues

20. German Techniques
• Negotiation = achieving a goal
• Build trust and relationship after the
successful completion of initial agreements.
• Conservative approach: avoid risks
• Reputation of being “over-insured”: Risk is
highly calculated to be as secured as possible,
no unexpected problems later
• Go back to check and double check items

21. François Hollande (France)

22. France’s Negotiating Style
• Dominant orientation, distance between the parties
• Suspicious of early familiarity
• Hierarchy is highly valued but tone is cordial
• Unroll the program at the beginning and discuss in a
sequential manner
• Risk averse: do not make a decision until reviewed and
understood all possible consequences.
• Decision by high ranks
• Rely on written communications, in French if possible

23. France's Techniques
• Trust and relationship facilitate negotiations
• Being oriented and indirect communication
• Reluctance to manage conflict openly because
they’re concerned about the relationship
• Expressive orientation: emotional outburst
may help clear the air, but also used as a
tactic
• Tend to hold on to traditions

24. Barack Obama (United States)

25. John Kerry
(United States)

26. United States’ Negotiating Style
• Straightforward and direct fashion
• Conflicts are discussed openly
• Win win perspective
• Make decisions rather than research
(“Analysis paralysis”)

27. United States’ Technique
• Risk takers and fast decision makers
• One member making friends with the other side
while other team member negotiates aggressively
• Use humor to create a pleasant environment
• Despite a “No”, there is still room for agreement
• “We can agree to disagree”, to debate in a cordial
manner

28. Petro Poroshenko (Ukraine)

29. Ukraine’s Negotiating Style
• Distributive and contingency bargaining
• Competitive and adversarial, but less than Russia
• Focus on the near-term benefit
• Zero-sum game
• Slow down to exert time pressure
• Concessions never come easily
• Attempt to make the other feel guilty
• Grimance
• Introduce distractions
• Do not consider serious commitments
• CORRUPTION AND BRIBERY ARE COMMON and ILLEGAL

31. Yanukovitch (Ukraine President up to 2014)

32. Vladimir Putin (Russia)

33. Russia’s Negotiating Style
• Patient
• Persistent
• Stubborn
• Very difficult to obtain concessions from them
• Make minor concessions while asking for
major returns
• Compromise is seen as a sign of weakness
• Deceptive techniques

34. Russia’s Deceptive Techniques
• Tell lies
• Send fake non-verbal messages
• Pretending to be disinterested in the whole deal
or in single concessions
• Misrepresent value
• Make false demands and concessions
• Play stupid or attempt to mislead the other
• “Good cop, bad cop”
• Claim “Limited Authority” to state they need
approval but it is not true

35. Angela Merkel vs. Vladimir Putin

36. Trust or Distrust?

37. Germany – Russia - France