Описание:The students of the course “Negotiation Skills” are supposed to acquire the following competences (to know how to...):
• ability to prepare effectively for negotiation;
• ability to choose appropriate negotiation style;
• ability to negotiate in various social and cultural settings;
• consensus-building skills;
• ability to draft and finalize agreements;
• ability to neutralize various manipulative tactics.
The most important course objectives are the following:
To give the idea of negotiations, of how to prepare for difficult negotiations effectively and how to manage complex, multi-party, multi-issue bargaining situations optimally.
To provide an overview of various negotiation styles (soft, hard, and principled) and of the key elements of the mutual gains approach to negotiations.
To train specific negotiation skills and apply them in role-play situations.
To explain the most common manipulative tactics used by hard bargainers and difficult people, as well as the key to neutralising their effects.
To familiarize with the effects of culture on communication and to know how to apply inter-cultural communication skills in a negotiation situation.
Intended Learning Outcomes:
On successful completion of the course, students will be able to:
Understand the nature of negotiation and its dynamics, of rational and emotional aspects of negotiation, of the “intangibles” of negotiation;
Know and use various negotiation styles (soft, hard, and principled);
Manage complex, multi-party, multi-issue bargaining situations optimally;
Prepare for difficult negotiations effectively;
Be aware of the social and cultural context of negotiation (including non-verbal communication).
Build consensus in the course of negotiation using key elements of the Mutual Gains approach to negotiations;
Create integrative (win-win) interest-based solutions;
Build effective coalitions;
Use the “one-text” procedure in multi-party negotiations;
Recognise the most common manipulative tactics used by hard bargainers and difficult people, as well as neutralising their effects.