BUSN9235 Managing Negotiations

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

1. Understand various models of negotiation and bargaining
2. Identify appropriate models according to the context in which they are deployed
3. Appreciate the value of relationship management in commercially and politically sensitive contexts
4. Use negotiation style as a flexible tool to manage the behaviour of oneself and others in order to improve the chances of agreement
5. Report accurately and intelligently on negotiations observed or experienced by the reporter
6. Prepare negotiation briefs and plans
7. Better lead and participate in negotiation teams
8. Train other people in the basics of negotiation analysis and practice
9. Critically analyse academic and 'practitioner toolkit' literature on negotiation
10. Develop a personal plan to refine the learning achieved in this topic