Dr Connson Locke
Dr Caneel Joyce
Dates: 25 June – 29 June 2012
Fee: £4,650
Course Overview and Benefits
This course is designed to improve participants' ability to conduct negotiations, not only by sharing current knowledge and research on negotiation but also by providing opportunities to practice and reflect on negotiating skills. Throughout the week, conceptual learning will be interspersed with actual negotiations designed to practice the concepts learned. Class time will be used for learning the concepts, engaging in exercises, and obtaining feedback. Participants will be expected to spend time each evening reflecting on the feedback and preparing for the following day's negotiations.
This course will address the strategic, interpersonal, and psychological aspects of negotiation; for example, power and persuasion, emotions and confrontations, cultural issues, and negotiation styles. The practice simulations will cover a range of negotiation scenarios from two-party transactional negotiations to multi-party multi-issue negotiations.
Participants on this course will:
Understand the strategic, interpersonal, and psychological aspects of negotiations
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Learn important concepts and practical tips gleaned from negotiation research
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Engage in a variety of negotiation simulations and receive immediate feedback
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Gain awareness into their own strengths and weaknesses
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Develop a personal development plan with the guidance of the instructors to aid continuous improvement as a negotiator