Imperial College London

DrMichaelYeomans

Business School

Assistant Professor in Strategy and Organisational Behaviour
 
 
 
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Contact

 

m.yeomans

 
 
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Location

 

Business School BuildingSouth Kensington Campus

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Summary

 

Managing Negotiations - BUSI97434

Aims

Module Aims


This module will develop your understanding of the principles, strategies, and tactics of effective negotiation and professional relationship management.


Module Objectives


Knowledge objectives

Distributive and Integrative Negotiations

Cognition and Biases in Negotiations

Negotiation Analytics

Power and Influence in Negotiation

Multi-party Negotiations

Cross-Cultural Negotiations


Skill objectives

Diagnostic and analytical skills

Communication skills

Negotiation skills

Relationship management skills

 

Role

Course Leader

Managing Negotiations - BUSI97434

Aims

Module Aims


This module will develop your understanding of the principles, strategies, and tactics of effective negotiation and professional relationship management.


Module Objectives


Knowledge objectives

Distributive and Integrative Negotiations

Cognition and Biases in Negotiations

Negotiation Analytics

Power and Influence in Negotiation

Multi-party Negotiations

Cross-Cultural Negotiations


Skill objectives

Diagnostic and analytical skills

Communication skills

Negotiation skills

Relationship management skills

 

Role

Course Leader