The programme will address the strategic, interpersonal, and psychological aspects of negotiation, for example:
- Distributive and integrative bargaining
- Power and persuasion
- Emotions and confrontations
- Cultural issues
- Negotiation styles
The practice simulations will cover a range of negotiation scenarios from two-party transactional negotiations to multi-party multi-issue negotiations.
Class time will be used for learning the concepts, engaging in exercises, and obtaining feedback. Participants will also spend some time each evening reflecting on the feedback and preparing for the following day’s negotiations.
A personalised approach
To aid your continuous improvement as a negotiator, we provide the opportunity for you to complete a personal development plan at the end of the course and receive personalised feedback from the instructors. In the development plan, participants summarise their strengths and weaknesses as a negotiator and, most importantly, create an action plan to continue improving their skills. The instructors will carefully analyse each development plan and provide feedback and guidance to the individual participants.