This course is not currently offered, please contact the school or faculty of your program.

Course description

Not offered 2011

Whether it's negotiating a creative legal settlement, a new business partnership or a family related issue, intelligent negotiating skills are required to reach an effective agreement. Making a "good deal" is more than simply calculating cost versus benefit or risk versus reward. These workshops focus on the skills and theories behind successful negotiations. Issues such as the management of underlying interests, conflict escalation, competitive versus co-operative approaches and dealing with difficult people are addressed. Participants will explore the role of negotiation in their personal lives and as an adjunct to litigation, contract formation and in general business practice. The workshops centre on skills acquisition through practical exercises supplemented by conflict resolution theory and empirical studies. The course will be conducted in a three-day intensive block of classes (from 9am to 5pm) followed by a one-day class approximately six weeks later during which students will present their negotiation plan.