Master in Business Administration

Learning Outcomes

By the end of the course, students will be able to:

• Understand the main approaches to negotiation and apply basic negotiation preparation techniques to a range of given scenarios
• Identify obstacles to successful negotiation and match appropriate solutions to overcome them
• Appreciate how they and others commonly approach conflict situations, whether as individuals or institutionally
• Analyze their own and others’ approaches to conflict, using tools gained during the course, and to devise strategies for overcoming conflict using negotiation and mediation techniques learned during the course;
• Apply the skills acquired during the course to conflict situations commonly encountered in their own spheres of commercial and professional activity
• Use the tools and skills acquired during the module to progress their own understanding and learning going forward.

Detailed Course Description

• Understanding negotiation
• Elements of negotiation , including multi-party negotiation
• Negotiation and mediation tools and techniques
• Understanding conflicts
• The causes of conflicts and the dynamics of disputes
• Perceptions of conflict
• Approaches and systems for resolving conflicts
• Dispute resolution involving third party decision makers