Business Negotiations

Negotiation skills are required to nurture business relationships, solve problems, ensure profitable deals and manage teams. Negotiations in a global era involve adapting strategy and tactics with an appreciation for cross-cultural differences. This course provides participants with frameworks to understand negotiation structure and strategy, and practical skills to plan for negotiations, deliver negotiation strategy, persuade and influence in a variety of situations and within a variety of cultures. The acquired knowledge of the principles, strategies and tactics in the field of business negotiations would contribute to the successful conduct of negotiations and securing a better position in relation to the other party, since negotiations are inevitable in business relations.

Week 1: Negotiation Fundamentals
Week 2: Perception and Cognition in Negotiation
Week 3: The Negotiation Process: Four Stages
Week 4: Strategy and Tactics of Distributive Bargaining
Week 5: Strategy and Tactics of Integrative Bargaining
Week 6: Conflict and Negotiation Strategy
Week 7: Power and Influence in Negotiation
Week 8: Communication in Negotiations
Week 9: The Influence of Culture on Negotiations
Week 10: Intercultural Communication and the Negotiation Process
Week 11: Managing Negotiation Impasses
Week 12: Best Practices in Negotiation

Click here for Syllabus