General description
The negotiation process is described as a complex multi-stage process which consists of preparation, negotiating, and post-negotiation implementation and evaluation. This module is aimed at introducing negotiation concept and identifingy different aspects of negotiation and its theories with describing different approaches of negotiation process. It is aimed as well at developing analytical and communication skills that are necessary for successful business negotiations. Upon completion of this module students should have an understanding of negotiation process, and an awareness of negotiation skills and strategies. Students will also be familiar with the potential implications of national culture on cross-cultural negotiations. Finally, some international cases in negotiation will be explored.