Negotiation is a dialogue to discover common ground among parties with differing aims, needs and perspectives in order to achieve a solution that as far as possible meets people's interests. It is a process by which parties pursue a mutually acceptable outcome, which typically involves elements of creativity and compromise. Dates are subject to change.

Closing date for applications: 18 Jan 2022

Negotiation Skills explore how two or more parties with competing interests discuss and manage issues so as to attain an agreement, settle a matter of mutual concern, or resolve a conflict. Negotiation is a valuable leadership and management skill, which is employed in a wide range of business contexts, such as contracts, deal-making, employment discussions, team building and disputes. Negotiations occur in commercial, non-profit and governmental organisations.

A three-day workshop will be held on campus for this course which students must attend.  Dates to be confirmed.

On successful completion of this module the learner will be able to:

Comparing distributive and integrative negotiations, as well as identifying the sub-process of negotiations.

Distinguishing between interests and positions, as well as outlining the elements of principled negotiations.

Applying active listening techniques and investigating the joint outcome space through BATNA, ZOPA and anchoring.

Exploring the agent-client dynamics in negotiations and crafting solutions via standards and persuasion.

Managing hardball tactics and non-engagement, as well as identifying ethical issues in negotiations.

Assessed by continuous assessment and a test during the three-day workshop

Prerequisite for admission:  Experience (1 year +) in a supervisory or management role

Contact Information / 091 495786

Visit course webpage

Please select Undergrad CPD in Business - CPB8 when making your online application.


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