Course Details

1. Outline the principles and the proper practice of negotiation
2. Implement negotiating skills to resolve a dispute which may arise in construction projects.
3. Identify the common elements and the basic strategic blocks of negotiation
4. Describe how multiparty negotiations can reach a settlement and how the interests of the various parties concerned can be satisfied and or controlled, in order to avoid complications reach the stage of stagnation, ADR or of the court door steps.
5. Distinguish between various bargaining styles, attitudes and behaviours, and appropriately strategically use their interests to avoid claims and disputes.

Principles of negotiation, preparation methods, issues, priorities, leverage power, negotiation strategies, tactics, deals, psychology of negotiating parties, body language ,impulse stage, dispute resolution methods, mediation and arbitration approaches.

• Getting To Yes Negotiating An Agreement Without Giving In, Roger Fisher & William Ury.
• Negotiating Essentials, Theory Skills & Practices, Michael R. Carrell & Christina Heavrin
• Bargaining For Advantage Negotiation Strategies For Reasonable People, G. Richard Shell, A Penguin Book
• Negotiating Globally 2nd Ed. How To Negotiate Deals, Resolve Disputes, And Make Decisions Across Cultural Boundaries, Jeanne M. Brett
• Secrets Of Power Negothiating Roger Dawson, 15th Ed.

The course is delivered through theoretical lectures in class and case studies in the class The lectures present to the student the course content and allow for questions.

The learning process is enhanced with the requirement from the student to solve relevant examples case study examples.

Besides from the notes taken by students in class, all of the course material is available through the class website and also through e-learning platform.