Negotiation Skills

Abstract

Participants are introduced to practical frameworks for negations apply them in negotiation simulations, discussions and exercises.

Objective

In this course participants are introduced to the practical dimensions of how individuals and organization's represent their interests in negotiations. Participants will learn basic frameworks and theories for -negotiation context analysis -preparing to negotiate -best-practices for effectively negotiating and apply them to practical contexts through discussions, group exercises and simulations.

Content

This two-day skills course gives students a basic introduction to how individuals and organizations represent their interests and create value in negotiations, which are often defined as exchanges between parties designed to reconcile their differences and produce a settlement. The course comprises a mixture of lectures, discussions, group work and simulations. Students do not need any experience or knowledge of negotiations, though those that do are invited to share their experience in discussions. The first day focuses on: -Planning and preparation for negotiations -Analyzing and understanding different types of negotiation contexts -Common frameworks for negotiations -2 party negotiation simulation The second day focuses on: -Social dimensions (power, influence, persuasion, behavior cues, culture, and gender) of negotiations -Ethics and ethical dilemmas in negotiations -5 party negotiation simulation The course is structured to give an introductory overview of the topics. Recommended readings for further studies will be provided on moodle. Students will be required to read the instructions for the negotiation simulation before arriving in class. Attendance and participation is required on both course days.

Resources