BU5603 NEGOTIATION: STRATEGY & PRACTICE

We negotiate extensively in our personal and professional lives, sometimes without being aware of it. You will negotiate to ensure that the M&A deal meets your key organisational interests. You will negotiate to get a good deal from a vendor for an outsourced service. You may have to negotiate with a photographer over the copyright for your wedding photographs. When there is a leak in your bathroom ceiling, you may have to negotiate with your neighbour who believes that they are not responsible for the cost of repair. You will need to negotiate every time you are not able to achieve what you want on your own. Wherever they occur, negotiations are governed by similar principles. On this course, you will learn these principles. You will develop your negotiation skills in a series of simulations that address bargaining situations in both deal making and conflict resolution. You will develop an understanding of the strategies, and tactics of effective negotiation, conflict and relationship management, and enhance your ability to assess the variables in negotiations and to negotiate effectively. You will get the opportunity to evaluate your effectiveness through feedback from your peers, group debriefs and through a critical reflection of your experiences Very often, students prioritize analytical and technical skills and knowledge 'to do the job', to devise solutions for the task at hand. We sometimes forget that we also need the skills to persuade others and sell our ideas. This course is designed to foster learning through doing; you will explore your own approaches, skills, development areas and strengths as a negotiator. Take this opportunity to learn about yourself and how you respond in specific negotiation situations. This course provides a safe and low-risk environment to learn and practise negotiating.