Acquaint students with the laws and strategies of successful business negotiations and offer students tools for the preparation, organization and execution of successful business negotiations.
The following topics are covered during the course:
The nature and characteristics of negotiation
Factors of successful negotiation
Parameters of the negotiation situation
Functions and methods of conflict resolution
Negotiation styles
The power of the right question
Positional negotiation
Secrets of a powerful negotiator
Principled negotiation
Steps in negotiation: Creating and appropriating value
How successful negotiators plan
How to negotiate rationally
Negotiation in difficult negotiation situations
After completing the course, the student will be able to:
1. identify the nature and characteristics of business negotiation
2. discuss the importance of individual factors in successful negotiations
3. give an example for the parameters of the negotiation situation
4. interpret negotiation styles in different negotiation situations
5. compare positional and principled negotiation strategies
6. Design a process for planning business negotiations
7. discuss strategies for negotiating in difficult situations
