People Innovation Excellence


Learning Outcomes:

On successful completion of this course, student will be able to: Discuss and use negotiation theory relevant to planning and carrying out negotiations;explain choices among negotiation strategies and when it is most appropriate to use each; Analyze the role of power in negotiation process; work with the implications of being involved in constituency-based negotiations; Display improved skills in research, critical analysis, self-reflection and problem solving; Show evidence of improved verbal and written communication skills, including persuasion; Display improved skills in teamwork, and undertake a negotiation as part of a team.


  1. The nature of negotiation;
  2. Strategy and Tactics of Distributive Bargaining Part 1;
  3. Strategy and Tactics of Distributive Bargaining Part 2;
  4. Strategy and Tactics of Integrative Negotiation;
  5. Negotiation: Strategy and Planning;
  6. Ethics in Negotiation;
  7. Negotiation Script;
  8. Perception, Cognition and Emotion;
  9. Communication;
  10. Finding And Using Negotiation Power;
  11. Influence;
  12. Relationships in Negotiation;
  13. Agents, Constituencies, Audiences;
  14. Coalitions;
  15. Multiple Parties, Groups and Teams in Negotiation;
  16. Individual Differences 1: Gender and Negotiation;
  17. Individual Differences 2: Personality and Abilities;
  18. International and Cross-Cultural Negotiation;
  19. Managing Negotiation Impasses;
  20. Managing Difficult Negotiations;
  21. Third-Party Approaches to Managing Difficult Negotiations;
  22. Negotiation Skills;
  23. Building Bridges;
  24. Light Bulb Moments: Exploring for options;
  25. Becoming an effective negotiator;
  26. Best Practices in Negotiations

Published at : Updated

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