Denmark, Aarhus

Negotiation

when 2 July 2014 - 15 July 2014
duration 2 weeks
credits 5 ECTS

Negotiation skills if used appropriately are a powerful tool in the arsenal of each successful manager. The time invested in mastering these skills has an ROI incomparable to any other form of investment. The goal of the course is to practice basic negotiation skills, explain the methods and techniques that can be effectively used in the process of negotiation as well as to demonstrate how to deal with the obstacles and complicating factors.

Course leader

Remigiusz Smolinski, IESEG School of Management, Lille

Target group

Master's students

Course aim

At the end of this course, the students should be able to: define and explain the two basic types of negotiation, understand and apply the methods and techniques that can be effectively used in the process of distributive negotiation, understand and apply principle based negotiation (Harvard method), interpret non-verbal communication, recognize basic cues of deceit
avoid cognitive biases and improve their rationality in negotiation, improve their understanding of cross-cultural negotiation, and deal with the complexity of multiparty negotiation

Fee info

EUR 0: Students on a bilateral exchange programme do not have to pay. Freemovers are obliged to pay participation fees while tuition fees only apply to freemovers from countries outside the EU/EEA/Switzerland.