No two negotiations play out the same way -- a cross-border licensing dispute calls for a different approach than a domestic supplier disagreement. Negotiators who only know one method tend to force every situation into it, which is exactly when deals fall apart. Understanding several methodologies, and knowing when to switch between them, is what separates a competent negotiator from a genuinely effective one.

This course surveys the major methodologies used in negotiation management today, from resolving disputes over intellectual property and material rights to running negotiations across cultures and through representative teams. Participants also work through real university case studies to see how these methodologies hold up outside the classroom.

Who Should Attend

• Members of negotiation teams within companies.
• Corporate managers and board members.
• Members of a company's negotiating staff or committee.
• Managers leading negotiation teams across institutions.

What You Will Take Away

• A working knowledge of the most established negotiation methodologies.
• Cross-cultural communication skills for negotiators working internationally.
• The ability to resolve disputes while protecting your organisation's core objectives.
• A framework for analysing your own past negotiations and learning from them.

Module 1: Framing Negotiation as a Discipline

• Practical definition of negotiation management
• Overview of the most common negotiation techniques and strategies

Module 2: Choosing the Right Methodology

• Comparing established negotiation methodologies
• Matching methodology to dispute type

Module 3: Planning and Problem-Solving

• Planning approaches and paths to achieving objectives
• Common problems in negotiation and creative solutions

Module 4: People and Personalities

• Different negotiating personality types and how to handle them (workshop)
• Managing your own anger and the other side's
• The skill of active listening

Module 5: Negotiating Across Borders and Teams

• Cross-cultural communication for international negotiation
• Negotiating through a representative team

Module 6: Learning From Practice

• Examples of successful negotiations and difficult personalities (videos and global case studies)
• Applied case studies from British universities