Negotiation is a dialogue to discover common ground among parties with differing aims, needs and perspectives in order to achieve a solution. The aim is to seek a process by which parties may pursue a mutually acceptable outcome, which typically involves an element of compromise. This module aims to explore how two or more parties with competing interests discuss and manage issues so as to attain an agreement, settle a matter of mutual concern, or resolve a conflict. Negotiation is a valuable leadership and management skill, which is employed in a wide range of business contexts, such as contracts, deal-making, employment discussions, team building, and disputes. Negotiations occur in commercial, non-profit and governmental organisations.

The syllabus follows best practice from, amongst others, the Harvard Negotiations Research Centre of Excellence including: 1. Explaining, using appropriate examples, the difference between distribution and integrative negotiations. 2. Outlining the four main concepts in the fundamental negotiations framework. 3. Discussing tactics of integrative negotiations. 4. Interrogating multiphase negotiations. 5. Exploring strategies for multiphase negotiations. 6. Coalitions have more power than any individual party involved in the negotiation. The two main types of coalitions are explored. 7. The main steps of followed by an effective negotiator are discussed and reflected upon. 8. Mechanisms for overcoming lack of trust (as one of the main barriers in entering into an agreement) are explained, in addition to the benefits or drawbacks of bluffing. 9. Appropriate responses to the other side seeking changes to something after a deal has been reached are finally outlined.

By the end of this module, students will be able to: i) compare distributive and integrative negotiations ii) identify the sub-processes of negotiations iii) distinguish between interests and positions iv) outline the elements of principled negotiations v) summarise the seven-elements framework vi) investigate the joint outcome space through BATNA, ZOPA and anchoring vii) explore the agent-client dynamic in negotiations viii) identify ethical issues in negotiations

By the end of this module, students will be able to: i) apply active listening techniques ii) craft solutions via standards and persuasion iii) manage hardball tactics and non-engagement

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This module is part of the Winter School offering of the MBA. Winter schools are delivered in 4 day blocks at the beginning of January. Prior to the contact time, students engage with aspects of the module and complete pre-reading and preparation for an assignment. Following the block of 4 days consecutive contact time, students then continue to engage with the module and complete assignments. The module introduces theoretical concepts and simulations, grounded in best practice research and practice drawing on the Harvard School of negotiations theory. The best way to learn negotiation skills is by doing; hence, the delivery of the module is designed to enable students to put theory into practice through a series of simulation exercises (i.e. role-play cases). Simulations will either be given class, or as homework to prepare for negotiations on the following day. The simulations afford the opportunity to interact with others enrolled in the module so as to exchange ideas and experiences. As this module is highly experiential, the key to success is to engage reflectively with the assigned readings and to participate fully in the case simulations.