The Great Negotiators programme aims to empower students by establishing negotiation skills in their repertoire to tackle the challenges of today’s world. Student learning is facilitated through experimental and cognitive course elements of negotiation. The student will be able to:
Research & Theory
- Apply existing negotiation theories to different scenarios from various disciplines to challenges in today’s world;
- Combine different theories to explain a single scenario;
- Learn about latest research findings in negotiation;
- Apply latest research findings in role-play simulations;
Reflection - introspection
- Reflect on personal growth, based on experimental and cognitive learning processes;
- Boost their confidence in their negotiation skills;
- Learn about own negotiation and conflict management style through self-assessment, class discussions, feedback from coaches and classmates;
- Learn to assess the opponent by reflecting on the process and outcome;
- Understand the role of emotions, trust and power in negotiations;
Interrelation
- Negotiate effectively in teams, alone and with multiple opponents;
- Effectively communicate amongst team members and resolve internal discussions;
- Understand the dynamics of each “stage” in the negotiation process;
- Understand how negotiation behaviour shapes long-term relationships;
Skills
- Prepare efficiently for negotiations;
- Gather and share information properly;
- Create and claim value and reach mutually beneficial deals;
- Develop and apply skills that are beneficial in negotiations;
- Resolve ineffective negotiations;
- Professionally deal with bargaining and conflict relationships;
- Know when to negotiate and when to walk away;
- Know the value of active listening;
- Effectively present proposals;
- Conduct an effective debate and manage concessions;
- Predict the counterparts’ next move;
- Use and read body language;
- Know how to combine integrative and distributive negotiation tactics;
Know why some negotiators succeed, while others keep failing.The Great Negotiators programme aims to empower students by establishing negotiation skills in their repertoire to tackle the challenges of today’s world. Student learning is facilitated through experimental and cognitive course elements of negotiation. The student will be able to:
Research & Theory
- Apply existing negotiation theories to different scenarios from various disciplines to challenges in today’s world;
- Combine different theories to explain a single scenario;
- Learn about latest research findings in negotiation;
- Apply latest research findings in role-play simulations;
Reflection - introspection
- Reflect on personal growth, based on experimental and cognitive learning processes;
- Boost their confidence in their negotiation skills;
- Learn about own negotiation and conflict management style through self-assessment, class discussions, feedback from coaches and classmates;
- Learn to assess the opponent by reflecting on the process and outcome;
- Understand the role of emotions, trust and power in negotiations;
Interrelation
- Negotiate effectively in teams, alone and with multiple opponents;
- Effectively communicate amongst team members and resolve internal discussions;
- Understand the dynamics of each “stage” in the negotiation process;
- Understand how negotiation behaviour shapes long-term relationships;
Skills
- Prepare efficiently for negotiations;
- Gather and share information properly;
- Create and claim value and reach mutually beneficial deals;
- Develop and apply skills that are beneficial in negotiations;
- Resolve ineffective negotiations;
- Professionally deal with bargaining and conflict relationships;
- Know when to negotiate and when to walk away;
- Know the value of active listening;
- Effectively present proposals;
- Conduct an effective debate and manage concessions;
- Predict the counterparts’ next move;
- Use and read body language;
- Know how to combine integrative and distributive negotiation tactics;
Know why some negotiators succeed, while others keep failing.
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Negotiation Excellence
- How does the negotiation process, for instance, practices and strategies change
- w does decision-making occur?
- What is the best-fitted strategy for different scenarios?
Guest lectures
- What does the world of “diplomatic negotiations” look like?
- What does the world of “contract negotiations” look like?
- What does the world of “purchasing and Sales negotiation” look like?
- What does the world of “merges and acquisitions” look like?
- What does Personal negotiations “salary negotiations” look like?
- What does Personal conflict “trauma and dispute” look like?
- How to practice mindfulness in negotiations, and how to get more of what you want?
Project
- Learning-by-doing: Students must negotiate for a firm, association, negotiation competition, etc. to apply their gained negotiation knowledge outside the classroom. Students will receive coaching from the teachers while working on their individual projects.
Additionally, students must write a final paper, track reflection report, on their experience and present what they have learned as negotiation experts and their project results to teachers and classmates and an individual assignment a “negotiation diary”, which includes detailed description and analysis on two negotiations that the student has conducted on his/her personal behalf.
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