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Influence and Negotiation Strategies (BUSA90474)
Graduate courseworkPoints: 6.25Not available in 2019
Overview
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Negotiation is the art and science of securing agreement between two or more parties who are interdependent and who are seeking to maximize their outcomes. Understanding what factors, emotions and thoughts influence individuals and how people make decisions is a core component of successful negotiations.
The purpose of this subject is to understand the practice, theory and processes of decision making and negotiation so that you can negotiate successfully in a variety of settings. The subject is designed to be relevant to the broad spectrum of negotiation problems faced by senior leaders, managers, consultants, etc. If you take advantage of everything this subject has to offer, you will be comfortable and more adept in future negotiations. This will be a highly practical program, with opportunities for simulated negotiations to reinforce learning and techniques.
Intended learning outcomes
At the end of the subject, participants should:
- Demonstrate improved negotiating ability;
- Be better able to analyse negotiation situations;
- Use strategic planning for more effective negotiation;
- Develop understanding of behavior in negotiations;
- Demonstrate increased levels of confidence in negotiations;
Generic skills
The generic skills that will be gained from the subject are:
- Critical and Strategic Thinking
- Written and oral communication
- Interpersonal and team building skills
Last updated: 3 November 2022