MG300: Negotiation Boot Camp: Personal Mastery in the Art of Negotiating

This is a supportive and challenging course aimed at those wishing to master the art of negotiation.

This intensive programme is largely practical, and there will be three themes which run throughout it:

Self-knowledge
A focus on understanding your own negotiating style, strengths, weaknesses, opportunities (unknown strengths), and blind-spots (unknown weaknesses) using guided self-reflection, classroom exercises, and peer feedback.

Situational agility
Focus on diagnosing different negotiation situations, social contexts, and negotiation relationships with others, as well as learning how to figure out what others’ styles and motives are. Finding out how to use one’s own style, strengths, and weaknesses in the best way possible to fit different situations.

Personal mastery
Master the use of your’ own style and strengths by engaging in negotiation exercises that increase in difficulty and intensity throughout the course. This expert-led three week programme is carefully designed to reinforce the learning so that it can be used outside the classroom setting.

Course outcomes

The course is built on students conducting actual negotiations in nearly every session, and using the negotiation experience for group discussion and individual feedback.

Upon successful completion of this course, you will be able to master the art of negotiation using the following five pedagogical elements:

1. Mastering evidence-based best practices through disciplined negotiation practice and challenges
2. Intensive, practical peer and instructor feedback
3. Opportunities for structured self-observation, evaluation, and crafting a personal development plan
4. Development of personal negotiation style that leverages your negotiating strengths and minimises liabilities of personal weaknesses
5. Identification of ideal negotiation settings and situations that fit your personal style, and practice in creating these situations when top performance is most likely.

Texts*

Students must read L. Thompson's The Mind and Heart of the Negotiator, Pearson Educational International (any edition will suffice) prior to the first day of class.

*A more detailed reading list will be supplied prior to the start of the programme

**Course content, faculty and dates may be subject to change without prior notice