Contemporary Negotiation Models/theories
This course is intended to be a balance of theory and practice,
and draws on the classic negotiation literature, as well as more recent work. The
case study method will be used, active negotiation simulations, group work and
lectures to bring the conceptual material to life, as well as to build
students’ personal negotiation skills.
Facilitators will analyse and unpack some of the core concepts in
negotiation, such as creating vs. claiming value, establishing objective
criteria, managing principle-agent issues in negotiation, dealing with
difficult tactics, managing emotions, multiparty negotiations, and others.
1. To develop in students knowledge and skills forinternational negotiation;
2. To acquaint students with a multisectoral approach to negotiation,
involving elements from the public, private and non-profit worlds
3. To provide knowledge on effectivenegotiation leadership and managementstrategies,
drawing from experience and literature in theory and practice in Negotiation.
COURSE LEARNING OUTCOMES
By the end of the course, should be able to:
1. Demonstrate knowledge and skills in
2. Demonstrate knowledge and skills inmultisectoral negotiations involving elements
from the public, private and non-profit worlds;
3. Demonstrate effectivenegotiation leadership and management knowhow,
drawing from experience and literature in this domain.