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.