SOI-091 Negotiation Skills

The course teaches attendees to develop and implement effective negotiation strategies. Participants will be supported in identifying individual strengths and weaknesses and develop a broad understanding of the ethics and agents involved in negotiations.

Participants will learn how to manage different negotiation situations, how to prepare for a negotiation, how to adjust their strategy, how to analyze and practice negotiation strategies and techniques alone, when part of a team, or in an agency relationship.

• The nature of negotiation
• Distributive negotiations
• Integrative negotiations

The course is delivered as a in presence course. The course is intended for participants without prior knowledge of negotiation, and it is aimed at developing negotiation skills via theoretical and practical learning.

Lewicki, Saunders & Barry, Negotiation, McGraw-Hill, 2015, 7th edition (or previous / later edition).