Course overview
The aim of this course is to develop expertise in negotiation tactics and strategies that can be applied to achieve win-win outcomes for all parties involved. At the end of the course you will be able to recognise, understand, and analyse the key issues in negotiation situations. You will be able to develop a strategic plan for effective negotiation. You will gain an intellectual understanding of negotiator behaviours and styles and build your own confidence as a negotiator. Overall, you will improve on your ability to negotiate effectively by adopting an advanced mental framework of an expert negotiator. Scientifically valid and practical strategies to achieve win-win negotiation outcomes; managing power and emotions during negotiations; two-party and multi-party negotiation strategies; dispute resolution; negotiation planning; trust and relationship building in negotiations.
Course learning outcomes
- Identify, understand, and critically analyse the key issues in negotiation/dispute situations and how they relate to the broader goal of achieving win-win outcomes for all parties involved.
- Develop practical strategies for achieving positive negotiation outcomes drawn from a deep understanding of the scientific literature (Psychology & Management) on the subject.
- Identify specific goals and an achievable plan for personal development as an expert negotiator.