Negotiation

About

The course aims to develop students’ negotiation skills. In-class negotiation exercises help students understand the negotiation process and adapt negotiation strategies to achieve the best outcomes using modern methods. Emphasis is placed on preparation, strategic decision-making, and achieving sustainable agreements

Course leader

Gábor Forrai is professor at the Department of Argumentation Theory and Marketing. Trained as a philosopher, he obtained his PhD at the University of Notre Dame and was a visiting scholar in Oxford, Edinburgh, Frankfurt and Marburg. János Tanács is associate professor at the Department of Argumentation Theory and Marketing. He has been teaching negotiation for over 15 years on various levels, from beginning courses to advanced skills training programs offered to CEOs. Zsolt Böszörményi is a negation expert who was trained by a former hostage negotiator and participated in Harvard’s prestigious negotiation program. He currently works for Bosch

Target group

Students wishing to improve their negotiation skills

Course aim

• know how to prepare for negotiations
• understand the role of conflict and collaboration in negotiation
• be able to identify and employ the most common negotiation tactics
• learn how to deal with difficult negotiators
• be able to deal with your and your partner’s emotions
• be able to set clear negotiation targets, define a bottom line, and use anchoring effectively in business negotiations
• understand how reciprocity can be used strategically to shape concessions and build momentum toward agreement
• be able to plan and conduct negotiations in teams by allocating roles (negotiator, commander, decision-maker, experts) and coordinating decision-making
• learn how to reflect on negotiation outcomes versus initial goals and diagnose the impact of team dynamics, role execution, and communication patterns on results

Fee info