Course Description

To be effective in negotiations is of crucial importance in every profession. This is a practice-oriented, interactive, ‘learning-by-doing’ course focusing on the basic skills of negotiation. The course covers negotiation theory and concepts as well as preparation readings, combined with role-play exercises and negotiations, case analyses, in-class discussions, and self-assessment instruments.

Course Objectives

This course aims to improve participants’ awareness and skills in negotiation situations, in particular

(1) to give them a sense of how negotiations are conducted on a bi- and multilateral level,

(2) to provide them with concepts and tools for analysing and addressing negotiation situations from different contexts,

(3) to support them understanding the influence of human interests, goals, perceptions, and emotions on the negotiation process and the negotiation result, and (4) to develop their skills and confidence as a negotiator