Negotiation is a social interaction between two or more parties aiming to resolve perceived divergence of interests. It is a critical skill, as we engage in negotiation (knowingly or unknowingly) every day. It occurs whenever we cannot take unilateral decisions. For a business leader, knowing how to negotiate is essential. Some business managers may already be competent negotiators, having learned through experience, while others are novices. Nonetheless, all can improve if they apply tested principles of effective negotiation.
While there are different types of negotiation, the class will focus on win-win negotiation skills. These skills help a negotiator reach a solution beneficial to both parties and acceptable to both – rather than a solution that primarily benefits one side.
In the course, student dyads will negotiate 3 different scenarios, followed by debriefings and reflection on what worked well and not-so-well. In the debriefing, the professor will emphasize general principles of effective negotiation. In addition, there will be short lectures and readings emphasizing principles (and some tactics) of integrative bargaining that can result in win-win outcomes in a negotiation.
About Stephen McGuire, Ph.D.
- October 18, 2023 6 - 9:15 pm
- October 19, 2023 9:30 a.m. - 5 pm
Prices include VAT. Corporate packages are available.
- Regular rate - 250 Euro
- AUBG alumni rate - 180 Euro