Whether it is 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. This unit focuses on the skills and theories behind successful commercial negotiations. Issues such as the management of underlying interests, conflict escalation, competitive versus cooperative approaches and dealing with 'difficult people' are addressed. Students explore the role of negotiation as an adjunct to litigation, in transactional contexts and in general business practice. The unit is centred on... -- Course Website
