Negotiation Skills syllabus

Negotiation Skills

• 1 Introduction to Negotiation (8 LHs)

  • Negotiation concept, nature and types
  • Importance in business and management
  • Individual through international negotiation levels
  • Parties, issues, interests and outcomes
  • Effective principles and peacebuilding
• 2 Theories, Styles, and Strategies of Negotiation (10 LHs)

  • Labour-management workplace negotiation
  • Distributive versus integrative; win-win versus win-lose
  • Game, behavioral, psychological and communication-based theories
  • Competitive, collaborative, compromising, avoiding and accommodating styles
  • National and international strategic planning
• 3 Negotiation Process and Tactics (12 LHs)

  • Preparation, opening, bargaining, closing and follow-up
  • Listening, questioning, body language and persuasion
  • Anchoring, concessions, BATNA and ZOPA
  • Power, information, time and AI in outcomes
  • Team and multi-party negotiation
  • Barriers to effective negotiation
• 4 Conflict Resolution and Ethical Issues (8 LHs)

  • Conflict meaning, sources and types
  • Conflict-resolution approaches
  • Collective bargaining, negotiation, mediation and arbitration
  • Honesty, fairness, trust and deception
  • Psychological biases
• 5 Cross-Cultural and Global Negotiations (10 LHs)

  • Nepalese organizational culture: hierarchy, consensus, collectivism and indirect communication
  • Nepalese and Western influences
  • Gender dynamics
  • Multicultural teams
  • Global negotiation practices and challenges