Advanced Negotiation (L5M15)

1.2 Examine negotiation and the associated strategies, tools and techniques

• 1.2.1Specialist tools of negotiation
• 1.2.2Framing an agenda
• 1.2.3Questions to elicit information and apply pressure
• 1.2.4Concessions to secure movement
• 1.2.5Reciprocated concessions
• 1.2.6Understanding the personalities of one’s opponents and their motivational drivers
• 1.2.7Deadlocked negotiations
• 1.2.8The effects of lengthy negotiations, tiredness and concentration
• 1.2.9Concluding the negotiation, planning, agreements, benefits and value added

1.3 Examine post-negotiation actions

• 1.3.1Clear agreements
• 1.3.2Selling the agreements to stakeholders
• 1.3.3Implementing agreements, planning, contracts, joint implementation teams, performance reviews and continuous improvement
• 1.3.4Establish monitoring procedures

2.1 Assess the changing relationships within the negotiation process

• 2.1.1Honesty and working relationships
• 2.1.2Build mutual trust
• 2.1.3Assess the situation
• 2.1.4Place negotiation in the long-term context

2.2 Analyse ethics and its influence on the negotiation process

• 2.2.1Positional negotiation
• 2.2.2Principled negotiation
• 2.2.3Separate the people from the problem
• 2.2.4Identify options for mutual gain – win-win
• 2.2.5Sharing of information and data
• 2.2.6Cultural factors
• 2.2.7Bribery, corruption and fraud

3.1 Assess methods to influence individuals and groups

• 3.1.1Building networks of trust and influence
• 3.1.2Creating alliances
• 3.1.3Identifying and dealing with conflict and resistance
• 3.1.4Managing ambiguity and uncertainty

3.2 Assess the behavioural factors that might influence individuals

• 3.2.1Attitudes and responses
• 3.2.2Motivation
• 3.2.3Groups vs. informal organisations
• 3.2.4Leadership style and systems management
• 3.2.5Consultation and participation
• 3.2.6Empowerment
• 3.2.7Organisational structure