Advanced Negotiation

The bargaining process is examined by introducing the concept of game theory and then allowing students to demonstrate the concept through a range of role playing exercises. Behavioural and culture aspects of negotiation are also discussed in detail and explored through exercises.  A key element of the course is personal and group reflection. Students are encouraged to keep a reflective diary during the week, reviewing their experiences in the exercises and the knowledge gained in the discussions, with the aim of writing a personal action plan for developing their negotiation skills in the future.