Course
Description
The course is divided into 8 Modules.
Each Module has 3 parts:
- Study Material is presented in the
form of a dialogue between the Writer and the
Student
- Questions and answers for
self-evaluation
These are
self-evaluating questions, not to be sent to the
school for grading. They are intended for your
own evaluation of the knowledge you have
acquired. If you feel you need it, just review
the Module again. When comparing your responses
with the Model Answers, do not expect them to be
literally the same. The idea is to make sure that
you have grasped the concepts, not the exact
wording.
- A Homework assignment to be
completed and submitted
Assignments are not graded
individually. All assignments of the course will
be graded as a unit at the time the final exam of
the course is submitted. Assignments will
constitute 30% of the final grade and the final
exam 70%. Before
advancing to the next Module please do the
Homework Assignment of each Module
Final Examination: Taken online as a multiple-choice
web-form to be completed and submitted to AmbaiU after
all homework assignments have been sent in. The web
address of the exam will be notified to students who
request it after completing all homework assignments;
instructions are on the bottom of Module VIII of the
course.
In this course you will learn:
- Negotiation Basics
- Planning a
Negotiation
- Establishing
objectives
- Planning a Strategy
- Forecasting Future
Consequences of a Negotiation
- Defensive Planning
- Different
approaches to Negotiation Practice:
- Streetwise
Tactical Ploys (STP)
- Principled
Negotiations
- Negotiation
as a phased process
- The People Factor
in Negotiations: Personality
- The People Factor
in Negotiations: Behavior
- Handling Difficult
Negotiations... and Difficult Negotiators.
- Case Study:
Dealings between Red and Blue types of
negotiators on the purchase of an airplane
- A to Z of
Negotiating tactics, including ploys, bluffs and
tricks.
Cases:
- Dealing on
purchases of cars, insurance
- Bidding on
construction contracts and Negotiating
with people of different cultures
- Negotiating
the construction of a turnkey
manufacturing plant.
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