Abstract
This subject examines the main styles of negotiation used in business environments. The subject looks at these various styles, their flaws, benefits, and the most appropriate situation in which to apply each style to enhance effective negotiation. Students will also reflect on critiques of each style and will participate in … For more content click the Read More button below.
Syllabus
Identify parties and stakeholders;Conflict management;Power in negotiation;Adapting your negotiation style for specific negotiation situations;Common issues/problems encountered when entering negotiations;Techniques when dealing with tough bargainers;How and when to cease negotiation;Positional bargaining;Cultural and other negotiation styles;Harvard Negotiation style.
Learning outcomes
Upon successful completion of this subject, students should:
1.
be able to explain and critically evaluate the situational appropriateness, effectiveness, and usefulness of various negotiation styles;
2.
be able to apply different methods of conflict resolution during negotiations;
3.
be able to reflect critically on theory and professional practice and scholarship of negotiation;
4.
be able to effectively practice various negotiation skills in specialised settings; and
5.
be able to gather information and write reports relevant to negotiated outcomes.
Assumed knowledge
Nil