Introduction to negotiation: critical elements of successful negotiations
In this module, you will take part in the Salt Harbour negotiation, where you will simulate a real-life negotiation between Starbucks and a small bed and breakfast in Cape Cod. This exercise will allow you to experiment with different negotiation styles and analytical techniques in a safe space. You will learn what throws you off-balance in negotiations, what you find difficult and where you are most effective. You will also learn how others experience you as a negotiator, and how to manage conflict in negotiations by reconciling different interests and objectives.
From zero-sum bargaining to win-win negotiating
This module expands your negotiations toolkit with a nine-step framework before taking part in a fictional negotiation, simulating the dialogue between a high-tech medical company and a small family-run distribution company, as they prepare a joint proposal for an international business venture. This will help you understand how to add value, make better decisions and deliver results by understanding what strategies to use and when in bilateral negotiations.
Reconciling tensions and relationships in multi-party negotiations
In this module, we take you further as you take part in a multi-party negotiation. This simulates the conversation between multiple parties interested in the building and operations of a new deep-water port. You will aim to seek a negotiated agreement to ensure unanimous support for the proposal. Here, you will have the opportunity to formulate a strategy for multi-party negotiations, and to test new negotiation techniques and approaches.
Advanced multi-party negotiations: building consensus
The final module on the programme focuses on balancing empathy and assertiveness in negotiations. You will use the scenario of rebuilding the World Trade Center as a means of reflecting on your skills at recognising and managing emotions. In this scenario, you will learn how to adapt your negotiation style in response to changing situations, and how to manage the delicate balance between empathy and assertiveness in multi-party negotiations.