Developing sound negotiation skills and helping managers make the right decisions, for both themselves and their business. The course provides a thorough grounding in the science and practice of negotiation, looking at how academic disciplines have contributed to the science of negotiation.
Topics include:
- What is negotiation?
- Distributive bargaining.
- Preparation for negotiation.
- Debate in negotiation.
- A proposal is not a bargain.
- Bargaining for an agreement.
- Styles of negotiation.
- Rational bargaining?.
- Streetwise manipulation.
- Personality and power in negotiation.
- Culture and negotiation.
- Retrospection.