This topic introduces students to the theory and practice of business negotiations. Beginning with an understanding of the nature of conflict and conflict handling styles, students explore various models of negotiation: adversarial, distributive, integrative, and principled. The workshops will include simulated commercial negotiation activities. Students will be asked to reflect upon their espoused and actual approach to negotiation in practice, and to prepare a plan for a negotiated outcome that is directly relevant to their own working lives.
To understand and apply various models and styles of negotiation to practical situations