Programme details

On the programme you'll learn the latest theories for analysing types of negotiation and put these into practice in one-to-one coaching sessions. The different types of negotiation studied are:

two-party distributive
two-party integrative
multi-party negotiations
inter-group negotiation.

You'll learn to prepare and build for successful negotiation by looking at:

alternative outcomes
what drives the parties
developing a plan that looks at priorities, relationships and strategies.

You'll learn to develop scoring systems and how to perform effectively at the bargaining table, including:

how to open
exchanging information
tactics for persuading and influencing
closing the deal.

Programme content

The five-day programme begins on Sunday evening with a welcome session and an introductory overview of the programme.

Monday: You will learn about two-party distributive negotiations. You will also learn about the role of individual differences, personalities and negotiation styles.

Tuesday: You will learn about two-party multiple issue integrative negotiations. Take part in small group and one-to-one coaching sessions. You will also focus on decision biases.

Wednesday: You will learn about conflict resolution and influencing skills. You will also take part in further small group and one-to-one coaching sessions.

Thursday: You will explore inter-group negotiations.

Friday: You will learn and practice multi-party negotiations.