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This module develops negotiation as a process of bargaining between two (or more) interests, in a competitive or collaborative style. The module will enable students to identify, recognise, understand and explain the main aspects of negotiation theories, processes and applications with the purpose of conducting practical negotiation sessions. Principled and positional negotiations are explored both in theory and in practice through coached experiential exercises. Students are taught how to implement caucus and shuttle diplomacy and how to identify, gather, manage, analyse, prioritise and work with relevant information. Option development, brainstorming and reality testing are explored in theory and in practice. A negotiation simulation exercise will provide an opportunity to apply and relate negotiation theory to a relevant simulated scenario.
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NEGOTIATION THEORY AND SKILLS
