Everybody who is involved in negation processes

Content:
Aims and Objectives:
The course presents negotiation architecture and standard negotiation techniques, building from the basic purchasing model to more complex negotiation practice, introducing and discussing the diverse options and techniques, gambits and counter-gambits, against the backdrop of overall negotiation aims. In so doing, the intention is to further enhance language skills and sensitise the participants to their own cultural imprints. The cultural aspect is further underlined by presentations on cultural differences in approaches to negotiation (in particular, with China and the Asian countries). Observation and paired negotiation practice are an integral part of the course.
Teaching Programme:
The training covers four main areas
(1) Negotiation models
(2) Negotiation techniques
(3) English language skills for negotiations
(4) Awareness of cultural dimensions and cultural standards

Teaching Methods:
The course builds on a classic example of US/UK negotiation practice, using presentations, group work, discussion and video as stimulus to discussion and practice. Participants take part in group and individual negotiations, observe and comment on negotiation practice, and give peer group assessed negotiations.

Learning Outcomes:
At the end of the course, the participants are expected to be familiar with a set of basic negotiation techniques, both in theory and practice, and have extended their functional English language skills in this area. During the two-day intensive course, they will also have acquired a grounding in some key aspects in cross-cultural negotiations.

Literature:
Since the course is intended to be a practical learning process, the guidelines on negotiations are first introduced in the course and then practiced before being made available as handouts.

Case Studies:
The negotiation practice is focused on role-plays reflecting real-life work experience.

Lecturer:
Andrew Boreham
B.Sc., M.Litt., Dip-Trans IoL,
Member of the Chartered Institute of Linguists

Requirement:
Previous knowledge like Common European Framework B2.

Duration:
2 Days

Price:
400 €

Date
by arrangement

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