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Course Description:
Negotiation is an inseparable part of our daily activities. It takes place at every moment of our lives: at home, in the workplace, in intra and inter-state affairs. This course will provide students with negotiation theory and practice and will teach modern negotiation vocabulary. It will focus on a multi-sectoral approach to negotiation, including examples from the public, private, and non-profit sectors. The important concepts of the course will be interest vs. position, integrative vs. distributive models in negotiation, cognitive processes informing decision-making in negotiation, issues of culture and gender, managing emotions, dimensions of negotiation, etc. The lectures will be supplemented with pre-assigned readings, case studies, practical exercises and role plays.
Course Objectives:
At the end of the course, participants will be able to:
- Consciously apply negotiating models
- Make use of important concepts in negotiations
- Position themselves right when dealing with the issue of power in negotiations
- Construct beneficial negotiations strategy and tactics by diving into psychological and cognitive processes informing negotiations
- Strengthen the negotiating stand by analyzing gender and culture issues in negotiations
- Effectively manage various stakeholders and parties in negotiations
Who this course is for?
This course is designed for mid-career professionals from public and private sectors, who negotiate within the framework of their job duties. It will be also of general interest for individuals interested in crystalizing their negotiations style and negotiating wisely and skillfully in all spheres of life.
*The price of the course and the schedule for Open Education's regional centers differs. Please contact the regional center for the details.