Handbook

An effective professional needs to be skilful in negotiating, joint decision-making and joint problem-solving. A foundation course for practitioners in all fields, Principled Negotiation helps participants improve their skills by careful analysis of the processes of negotiation and learning from experience, in the context of simulated negotiation exercises developed by the Harvard Negotiation Project. The subject is good for students looking for a general overview of Negotiation, and who value experiential learning and skills development in a collaborative, fast-paced learning environment.

Main Topics

• Preliminary thoughts about negotiation
• Developing an effective preparation process
• Thinking strategically about negotiation
• Revisiting the elements of a good outcome
• Scrutinising the role of power in negotiation