Negotiation: Strategy and Skills

3/31955
label Diverse autorenew 2025-09-29, 17:01 history_edu Cristian Ion
This course aims to address the requirements of modern professional life where negotiation in complex interpersonal settings and deal-making, consensus building, and problem-solving frequently take the central stage.Unlike the majority of negotiation courses available, the focus of this module is on experiential learning.

The students will spend the majority of class time negotiating proprietary negotiation cases, performing guided cognitive and analytical exercises, and applying theoretical concepts to the lessons learned with a view to affect their actual negotiation skills, such as mastery of the relevant analytical tools, recognition of interpersonal dynamics, managing value creation and claiming, and dealing with a difficult negotiator.

A number of negotiation styles will be presented so that the participants will be able to adopt the ones that fit their personality. The course draws upon three decades of interdisciplinary research in negotiation from the perspectives of economics, behavioural decision science and social, cognitive-behavioural and psychodynamic psychology. It explores the most influential negotiation models including the Harvard principled method, decision-analytic model, traditional bargaining tactics, as well as relevant topics in modern social and cognitive-behavioural psychology.

The module will draws a careful balance between emphasising theory and developing actual negotiation skills, with an overarching aim of facilitating experiential learning which links both. The theory will be provided in advance through careful selection of reading materials on negotiation. In addition, the students will be expected to negotiate complex proprietary negotiation cases on a daily basis. Class time will be spent debriefing the students on the exercise and using the experience to explicate the relevant theory.

Period
07-07-2014 - 25-07-2014 (3 weeks)

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.

Credits
0.0 ECTS credits

Course fee
GBP 1430: tuition fee only

Course leader
Mihael A Jeklic

Mihael Jeklic teaches negotiation and decision-making at Kings College London, University College London, Queen Mary University London, Universidade Catlica Portuguesa and University of Kent.

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