Negotiation Skills

Week 1

Introduction to Negotiation

 

Learning Outcomes

 

After completion of this session learners will be able to:

  • Identify the Seven Elements of Negotiation – The Harvard Program of Negotiation (PON)
  • Apply the Seven Elements of Negotiation as a framework to prepare, conduct and review negotiations.

Delivery: 3 hour lecture delivered in-class.

Week 2

Value Creation

 

Learning Outcomes

After completion of this session learners will be able to:

  • Learn how to create value in negotiation
  • Demonstrate the use of the 7 Elements of Negotiation in a negotiation role-play
  • Engage in group review of the use of the 7 Elements of Negotiation in a negotiation role-play – Paddy Peil Role Play

 

Delivery: Delivery: 3 hour lecture delivered in-class with role play.

Week 3

Emotional Intelligence

 

Learning Outcomes

After completion of this lecture learners will be able to:

  • Learn the difference between empathy and assertiveness
  • Demonstrate the ability to be empathetic and assertive
  • Diagnose and learn what negotiation style you are

 

Delivery: Delivery: 3 hour lecture delivered in-class with role play.

Week 4

The Hard Bargainer, Difficult tactics, and Active Listening

 

Learning Outcomes

After completion of this session learners will be able to:

  • Learn to diagnose and respond to difficult tactics
  • Learn to actively listen using the 3 tenets of active listening
  • Demonstrate an ability to respond to difficult tactics and use the 3 tenets of active listening

Delivery: Delivery: 3 hour lecture delivered in-class with role play.

Week 5

Multi-Party & Team Negotiations

 

Learning Outcomes

After completion of this lecture learners will be able to:

  • Learn how to negotiate as part of a team, with multiple other parties
  • Learn how to negotiate as part of an internal team negotiation

Delivery: 3 hour lecture delivered in-class with role play.

Week 6

Team Negotiation: Irish Government Case Study: Ireland v The EU & IMF

 

Learning Outcomes

After completion of this session learners will be able to:

  • Demonstrate the ability to negotiate as part of a team;
  • Demonstrate the ability to negotiate as part of a team, whilst under pressure

Delivery: 3 hour lecture delivered in-class with role play.

Week 7

Negotiation Role Play & Review I

 

Learning Outcomes

After completion of this session learners will be able to:

 

  • Apply their negotiations skills in a role play setting

 

Delivery: 3 hour role play and review.

 

Week 8

Negotiation Role-Play & Review II

 

Learning Outcomes

After completion of this session learners will be able to:

 

  • Apply their negotiations skills in a role play setting

 

Delivery: 3 hour role play and review.

 

Week 9

Negotiation Role-Play & Review III

 

Learning Outcomes

After completion of this session learners will be able to:

 

  • Apply their negotiations skills in a role play setting

 

Delivery: 3 hour role play and review.

 

Week 10

Negotiation Role-Play & Review IV

 

Learning Outcomes

After completion of this session learners will be able to:

 

  • Apply their negotiations skills in a role play setting

 

Delivery: 3 hour role play and review.