Advanced Negotiation (L5M15)

1.0  Understand the key stages which impact on the negotiation process and outcomes

1.1  Analyse pre-negotiation and the associated preparation that should be made

• Who is to negotiate – team vs. individual – advantages vs. disadvantages
• The venue, intelligence gathering, clear objectives, strategy and tactics, rehearsal
• Negotiation agenda – advantages vs. disadvantages

1.2  Examine negotiation and the associated strategies, tools and techniques

• Specialist tools of negotiation
• Framing an agenda
• Questions to elicit information and apply pressure
• Concessions to secure movement
• Reciprocated concessions
• Understanding the personalities of one’s opponents and their motivational drivers
• Deadlocked negotiations
• The effects of lengthy negotiations, tiredness and concentration
• Concluding the negotiation, planning, agreements, benefits and value added

1.3  Examine post-negotiation actions

• Clear agreements
• Selling the agreements to stakeholders
• Implementing agreements, planning, contracts, joint implementation teams, performance reviews and continuous improvement
• Establish monitoring procedures

2.0  Understand negotiation relationships and ethics

2.1  Assess the changing relationships within the negotiation process

• Honesty and working relationships
• Build mutual trust
• Assess the situation
• Place negotiation in the long-term context

2.2  Analyse ethics and its influence on the negotiation process

• Positional negotiation
• Principled negotiation
• Separate the people from the problem
• Identify options for mutual gain – win-win
• Sharing of information and data
• Cultural factors
• Bribery, corruption and fraud

3.0  Understand methods and behavioural factors which can influence others

3.1  Assess methods to influence individuals and groups

• Building networks of trust and influence
• Creating alliances
• Identifying and dealing with conflict and resistance
• Managing ambiguity and uncertainty

3.2  Assess the behavioural factors that might influence individuals

• Attitudes and responses
• Motivation
• Groups vs. informal organisations
• Leadership style and systems management
• Consultation and participation
• Empowerment
• Organisational structure

Select a module below for more information:

Choose three ELECTIVE module to make up the final 18 required credits.