Introduction to the theory of negotiations
The mini-course gives an introduction to the win/win theory of negotiations. Core differences between win/win and win/lose will be discussed and presented in an interactive way. Two role plays with debriefs will give an opportunity to practise the skills and make the participants feel some of the key challenges of every negotiation. Two frameworks will be introduced to help prepare for and lead through the communication.
Key words: Win/win, win/lose, negotiations.
Prerequisites: No prerequisites.
Mr. Boris Yakovlev