Negotiation Principles and Tactics

Course Objective

This course aims to develop students’ understanding of negotiation fundamentals and advanced tactics, enabling them to analyze negotiation situations, develop effective strategies, and handle various negotiation scenarios. Students will learn to identify different negotiation styles, recognize common tactics, and develop appropriate counter-strategies while maintaining professional relationships.

Course Overview

The course combines theoretical frameworks with practical applications, focusing on real-world negotiation scenarios. Through case studies, role-playing, and interactive exercises, students will develop practical negotiation skills and learn to navigate complex negotiation situations

Key Topics:

• Fundamentals of Negotiation
• Basic principles and concepts
• Types of negotiations
• Preparation and planning
• BATNA and reservation points
• Power dynamics in negotiations
• Negotiation Strategies
• Distributive vs. integrative negotiation
• Harvard Negotiation Principles
• Strategic planning
• Information gathering and analysis
• Building negotiation leverage
• Psychology in Negotiations
• Understanding behavioral patterns
• Emotional intelligence in negotiations
• Cultural aspects
• Body language and non-verbal communication
• Building and maintaining relationships
• Negotiation Tactics and Counter-tactics
• Pressure tactics
• Maximum pressure strategy
• Take it or leave it
• Good cop/bad cop
• Bluffing techniques
• Deceptive tactics
• Mixed-up information
• False deadlines
• Planted information
• Counter-strategies and responses
• Advanced Negotiation Skills
• Multi-party negotiations
• Team negotiations
• International negotiations
• Complex deal structuring
• Conflict resolution

:Required Materials

“Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher and William Ury

Case studies and practical exercises (provided by instructor