Negotiation skills if used appropriately are a powerful tool in the arsenal of each successful manager. The time invested in mastering these skills has an ROI incomparable to any other form of investment. The goal of the course is to practice basic negotiation skills, explain the methods and techniques that can be effectively used in the process of negotiation as well as to demonstrate how to deal with the obstacles and complicating factors.

Period
02-07-2014 - 15-07-2014 (2 weeks)

Target group
Master's students

Course aim
At the end of this course, the students should be able to: define and explain the two basic types of negotiation, understand and apply the methods and techniques that can be effectively used in the process of distributive negotiation, understand and apply principle based negotiation (Harvard method), interpret non-verbal communication, recognize basic cues of deceitavoid cognitive biases and improve their rationality in negotiation, improve their understanding of cross-cultural negotiation, and deal with the complexity of multiparty negotiation



Credits
5.0 ECTS credits

Course fee
EUR 0[Convert to USD]Students on a bilateral exchange programme do not have to pay. Freemovers are obliged to pay participation fees while tuition fees only apply to freemovers from countries outside the EU/EEA/Switzerland.

Course leader
Remigiusz Smolinski, IESEG School of Management, Lille

Aarhus University International Centre
Address: Hoeg Guldbergs Gade 4, building 1650 Aarhus C
Postal code: 8000
City: Aarhus
Country: Denmark
Website: http://www.au.dk/summeruniversity
E-mail: SummerUniversity@adm.au.dk
Phone: +45 8942 2320