Mastering Negotiations

Negotiation is the art and craft by which decisions are made, agreements reached, and disputes resolved between two or more parties. Mastering Negotiations is designed to help master complicated interpersonal and emotional dynamics in negotiation, confront conflicts with more comfort and confidence, and reach richer and more sustainable solutions to difficult problems. Learning Outcomes • Adopt a scientific framework of negotiation • Develop pro negotiation skills • Manage interpersonal dynamics and relationship • Improve flexibility in the face of challenge and complexity Key Topics • Negotiation framework • Distributive negotiation tactics • Common mistakes in distribution negotiations • Integrative negotiation tactics • Common mistakes in integrative negotiation • Maximising your negotiation leverages • Identifying and adapting your negotiation style • Managing your limitations • Managing relationships in negotiations • Processing strong emotions • Negotiating with multiple parties • Confronting impasses and dilemmas • Third party intervention • Agreement and execution Activities 5 online sessions of actively role playing case studies of various styles of negotiations with other participants. Coaching by lecturer during role plays. Volume of Learning • 5 hours of self-directed learning • 12.5 hours of online learning