Drawing upon three decades of interdisciplinary research in negotiation perspectives of economics, behavioural decision science and social, cognitive-behavioural and psychodynamic psychology, this module explores the most influential negotiation models as well as relevant topics in modern social and cognitive-behavioural psychology. The module aims to address the requirements of modern professional life where important aspects of work often entail negotiation in complex interpersonal settings involving multiple parties and multiple issues, and where deal-making, consensus building and problem-solving frequently take the central stage.

Target group
The course covers a widely applicable set of negotiation skills and should prove relevant and interesting for a variety of professions, including management, law, international relations, and public policy.

Course aim
The students will gain critical understanding of the different theoretical perspectives in the field of negotiation, including the classical approaches such as Harvards Principled method and the Three Tensions model, and selected topics from behavioural decision science and economics relevant to negotiation.The students will be able to prepare, analyse and debrief a negotiation using a selection of analytical frameworks applicable in any interpersonal setting in any negotiation.The students will be able to conduct negotiation using a selection of techniques presented during the course that suit their personality.

Fee info
GBP 1500: tuition fee only

King's College London
Address: Strand, London
Postal code: WC2R 2LS
City: London
Country: United Kingdom
Website: http://www.kcl.ac.uk/summer
E-mail: summerschool@kcl.ac.uk
Phone: +44 20 7848 1533