Unpredictable Counterparts: Negotiation Tips for Success

Conference Details

Date: 16 September 2025

Time: 12:30

Duration: 1.5 hours

Location: Online

Cost: Register online for more information.

Organiser: EIPA - European Institute of Public Administration

Conference Website

Conference Description

Our panel will bring together negotiation experts and experienced practitioners to discuss the challenges of negotiating with an unpredictable counterpart – someone whose actions are difficult to anticipate based on available information or prior interactions.

We will explore practical strategies, psychological insights, cultural intricacies, and real-life lessons learned, providing you with actionable advice for managing complex interactions in negotiation processes.

Purpose and Objectives:

To empower participants with practical strategies and techniques for managing unpredictable behavior while enhancing their understanding of how such behavior influences negotiation dynamics and outcomes.

Target audience:

• Public officials involved in negotiations at the EU, national, or local level;
• Professionals from the private sector facing unpredictable negotiation partners;
• Anyone interested in negotiation, conflict resolution, or public administration.

What will the round-table cover?

• Definition and characteristics: How would you define an “unpredictable counterpart” during a negotiation, and what factors might explain their behaviour?
• Strategies and approaches: What challenges do unpredictable counterparts pose during negotiations, and how to adapt strategies and maintain composure?
• Practical recommendations: Can you share examples of negotiations where challenging situations were transformed into win-win outcomes? Based on the example you provided, what key recommendations would you offer to practitioners seeking to build consistent collaboration with unpredictable counterparts?

Followed by a Q&A session with the audience.