MAN 406 – Negotiations Strategies and Tactics; Weekly hours: 2+1, ECTS: 4
In this course students will learn the processes of negotiation as it is practiced in a variety of settings. They will develop an understanding of the principles, strategies, and tactics of effective negotiation, conflict resolution, and relationship management, and enhance your ability to assess the variables in negotiations, the impact of interpersonal styles, personality, and culture. The course treats negotiation, conflict resolution and relationship management as complex processes that require the successful practitioner to develop and use a unique blend of perceptual, persuasive, analytical, and interpersonal skills. Also special attention will be given to preparing for negotiations, distributive negotiations, integrative bargaining: creating value, multi-issue negotiations, multi-party negotiations.