Learning Objectives

The participant is able to prepare and understand advanced elements in intermediate negotiation contexts.

  • Identify the advanced concepts, theories and methods in negotiations;
  • Identify the value of reciprocity and reputation in negotiations;
  • Identify the value of trust and types of trust in negotiations;
  • Understand how advanced integrative behaviourshapes long-term relationships;
  • Understand how advanced distributive negotiation behaviourclaims value;
  • Have an advanced understanding how emotions affect negotiation behaviour;
  • Identify key information, important for negotiations timely;
  • Describe main strategies depending on the negotiation's scenarios;
  • Identify how they can achieve an acceptable outcome in the negotiations;
  • Understand the influence ofcultural intelligence

 

The participant is able to apply advanced elements in intermediate negotiation contexts.

  • Apply advanced concepts, theories and methods to contexts at an intermediate level;
  • Apply advanced reciprocity principles at an intermediate level;
  • Apply advanced trust-building activities at an intermediate level;
  • Apply advanced integrative negotiation behaviour to shape long-term relationships at an intermediate level;
  • Apply advanced distributive negotiation behaviour to claim value at an intermediate level;
  • Collect and utilise important information at an intermediate level;
  • Achieve an acceptable outcome in intermediate negotiation simulations;
  • Adjust to any problem and the situation as it emerges during the negotiation;
  • Select and apply relevant strategies depending on any given situation (before, during and/or after);
  • Lead all parties involved to achieve an acceptable outcome;
  • Prepare and apply a combination of differentstrategies in intermediate negotiations.