Negotiations

Description:

The course covers the following topics within 4 modules:

1. Introduction – when do we negotiate and how?
2. Different negotiation strategies – from adversarial to interests-based negotiations
3. Tools for preparation – from a background check to making effective offers, including preparation to generate more self-confidence and not over reacting or going blank;
4. Interpersonal communication – awareness of own dominant communications style and aids in profiling others in order to make oneself better understood.

Learning environment:

The course will be conducted in person, in the classroom, NOT online or in hybrid form. Active participation is encouraged and homework (negotiations held based on case studies) is a mandatory pre-requisite for the exam.

Learning methods:

Brief lectures are supported by practical 1:1 and group exercises to secure maximum retention.

Theoretical concepts:

Interests-based (principled) negotiations; active listening; Big Five personality theory; non-violent communication

Learning outcomes upon completion of the course the student:

• Will be able to approach negotiations systemically and lead the process;
• Will be able to use appropriate effective tools in negotiations;
• Will be able to establish the expectations of the other party;
• Will be able to build consensus;
• Will be able to find ways to de-risk differing interests.

The course is led by Ilona Nurmela.