Negotiation skills

A key point of effective communication is negotiation. Whether you go to a diplomatic or business meeting, a job interview or try to handle a private confrontation, the key factors are the same. There might be lots of different point of views but long-term cooperation is impossible without a winner-winner strategy.

To achieve such outcome we have to be aware of the motives and the hidden preconceptions of the other party, we have to learn to “speak their language” and try to find a solution that satisfies the interests of both parties. If such solution exists, we have to know how to present it in a way that makes our partner realize that it serves their interests and we also need to be able to determine quickly if the suggestions of the other party lead toward this direction. That is, it is necessary to see the both the short and long term results of a potential solution.


Course description: 
Week        Topic
1. Introduction to negotiation
2. Win-win solutions
3. Beginning negotiating gambits
4. Avoiding confrontations
5. Middle negotiating gambits
6. Setting aside and changes
7. Midterm test
8. Help and trade off
9. Ending negotiating gambits
10. Withdrawal and acceptance
11. Negotiating principles
12. Positive influencing
13. Analyzing negotiations
14. Final negotiations

Requirements: 
Every participant has to read the obligatory materials and has to be talkative during the semester. 
Being absent from the seminar three times without leave means unsatisfactory qualification. 

Compulsory reading:

Roger Dawson: Secrets of Power Negotiating – Inside Secrets from a Master Negotiator, 2000

Terry Gillen: Positive Influencing Skills, 1999

Recommended reading:

Roger Fisher, William Ury, Bruce Patton: Getting to Yes – Negotiating Agreement Without Giving In, 1998

Garry Reynolds: Simple ideas on presentation design and delivery, 2009

Herb Cohen: You can negotiate anything, 1982


Evaluation: 
Test: 50%

Activity during the seminar: 50%