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.